The problem is that the client may not even see

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Why can't you sell when the product is so good? Perhaps you should check the managers' correspondence. It may turn out that they are not able to identify needs. In this article, we will tell you how to ask questions to your clients in order to better understand their needs and sell better in correspondence. Why is it important to identify customer needs? The purpose of identifying needs is to find out the motives that are important to the client in order to ultimately formulate the most valuable offer for him. This is the second stage of the sales funnel through correspondence. It comes after contact has been established , when the client has already agreed to listen to you and has begun to trust you more. Inexperienced sellers often skip this stage, as well as establishing contact.



They believe that to sell, it is enough to belgium phone number list list the product's advantageous characteristics. Like, it is high-quality, cheap, and then the client will decide everything for himself. the value in the product for themselves, despite the colorful description. Yes, the characteristics are important to them, but only as a way to solve their problems and needs. For example, you have a fitness club. It is spacious, cheaper than competitors, and has a lot of exercise machines. A client leaves a request for a consultation. The seller writes to him on WhatsApp, describes the exercise machines, sends photos of the muscled regulars, lists membership options. Spends a lot of time on the client, and at the end the client apologizes with the words "expensive." And it's not really about the cost.



If the seller had asked the client at least a few questions, he would have found out that he was initially interested in group training. The correspondence didn't even get to that point. That is, it would be important for the client to know about the trainers, the schedule, the size of the groups, the recording format, etc. Then he would see the value, for which the seller could conduct a more targeted presentation. Or here's another example of a mailing. The screenshot was sent by a person who knows nothing about the company and was not at all interested in its services. An example of an unsuccessful mailing where needs were not identified "Great news! Our salon offers massage from professionals with medical education and extensive experience. We also reduced prices and even gave diagnostics as a gift, beauty.