Whose Needs Do We Satisfy?

I love working with sales people.  We’re focused, high energy, action, and results oriented.  Most of us are pretty good communicators, so it’s fun to talk to other sales people.  Whenever I get into a discussion with a group of sales people, one thing is really clear:  As sales people, we have a compelling need to sell!

This need to sell drives us.  We spend hours prospecting, trying to find new opportunities.  We spend hours working on deals, trying to beat our competitors, seeking to get the customer to choose us.  We spend hours convincing resources in our own companies to support our efforts to sell to the customer.  This “need to sell” focuses us during all our waking hours, and probably causes a few nightmares, while we are asleep.

This is a problem, though. Regardless how strong or compelling our need to sell is, until we find a customer with a compelling need to buy, our efforts are wasted.  This simple change in perspective, provides profound improvements in results.  Not only do we connect with customers where they are at, focusing on their needs, but we focus ourselves on higher quality opportunities.

Focusing on your customers’ needs to buy is the fastest, most reliable way to satisfy your need to sell!

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