Reviewing Needs

But before you start to present your solutions you should demonstrate a clear understanding of his or her situation.

The perfect way to complete the needs assessment and move into the presentation phase is to demonstrate to the customer that you have been listening, that you understand what they have been saying, and that you’re in tune with what they hope to accomplish.

Everything you have done up to this pint has been focused on learning the needs of your customer. But before you start to present your solutions you should demonstrate a clear understanding of his or her situation. If you review the needs well, you’ll demonstrate credibility, empathy, sensitivity, and trustworthiness--and many buyers will make their decision to buy at this point, even before you have presented your goods and services. Conversely, without thoroughly reviewing the needs, you risk misunderstanding your client and missing the mark with your recommendations.

ACTION POINT: If there are several people in the room check with each of them that your understanding of the needs matches theirs. Just because one person agrees with you it doesn’t mean they all do