*This is part three of a four-part series so make sure you head over and tune into eps 113 + 114, then 115 after this*
Needs based selling is the process that I learned back in corporate and it’s served me well in the 4 years I have been in business.
The reason we had such a structured process is that there was heavy regulation and also needed to safeguard the customer + the company against confusion in the end product the customer purchased.
Needs based selling ensures that you have happy clients who become repeat clients + refer you to other people, creating raving fans in your business.
It’s the authentic way to sell and ensures that your potential clients buy what they NEED, rather than what they THINK they need or what we WANT to sell. So it really does create that beautiful scaffolding to the sales process.
I have broken up this process into 4 parts that you can adapt and use to your online sales copy, email convo’s, DM’s + phone calls or zoom calls. The four parts are:
- KNOW – Starting with the relationship in mind
- MISSION – Uncovering their needs in a human way
- SHARE – The non sleazy way to recommend how you can help them [or refer them if you can’t]
- WHAT NOW – Confirming understanding and supporting them to make the right decision for them
Tune in here >>
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