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Needs identification is the process of discovering a customer's requirements, constraints, pain points and motivations. It is a basic personal selling technique that is used to understand how your products will be of value to the customer. This information is then used to develop a proposal, pitch, negotiate and close the sale. The following are illustrative examples of need identification.
GoalsAn IT company is considering a commercial solar installation. The solar salesperson begins by asking about goals in areas such as sustainability, operational efficiency and power redundancy.Pain PointsA business software salesperson asks customers about problems they have experienced with their current platform.RelationshipsA cloud infrastructure salesperson asks the customer about their relationship with their current provider in areas such as support.
ConstraintsA real estate agent asks a customer about their budget and the timing of their job relocation.ScopeA software salesperson asks questions to quantify the number of user subscriptions the customer will require such as the size of their operations team.RequirementsA robotics salesperson asks a manufacturing firm about the steps in their production process to understand their basic requirements.
CostsAn electric bus salesperson asks a customer how much fuel their current fleet uses each month.DriversA software platform salesperson asks a customer whether marketing or operations will sponsor the purchase.MotivationsA car salesperson asks questions to understand if customers are motivated by factors such as status, safety, performance, features or aesthetics.
Key Decision FactorsA real estate agent asks the customer to rank their requirements such as proximity to a school as either "must have" or "nice to have."
Sales
This is the complete list of articles we have written about sales.
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An overview of sales with examples.
A list of common customer motivations.
How to detect the difference between customer objections and excuses.
The common types of sales prospecting.
A list of sales closing techniques.
The common types of perceived risk.
The definition of objection handling.
The common types of sales channel.
An overview of fear of missing out.
An overview of curiosity drive.
An overview of conservation of effort.
The common types of needs analysis.
The common types of product involvement.
The common types of social status.
A definition of impulse buying with examples.
The definition of status seeking with examples.
The definition of customer behavior with examples.
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