Skip to main content

sell to needs , not to clients.

Often businesses focus on the bottom line when trying to gain leads that turn to active sales of products or services offered by the business. This is the wrong way of looking at gathering business, the best way is to take a customer focused approach which requires that we seek needs instead of seeking clients. When we seek clients we tend to impress upon a candidate a possibly false sense of need for our products or services, when this is done we are being disingenuous and are not customer focused but are self focused and this doesn't maximize long term returns. In the event that after the sale the client determines that our offering does not mesh with their processes as was promised they will keep this in mind and be sure to warn their friends who could be potential clients about your non customer focused tactics. The best way to ensure that right sale after the pitch is to be 100% honest about how our product or service can be useful to the prospective client by isolating if they have a true need for our businesses services. This involves actually caring enough about the client to find out how their business works and to determine if adoption of our product or service can make those processes more cost effective and over all more efficient. So when dealing with potential customers always seek to determine their need for your service or product and if it doesn't exist, provide them with the honest truth of that fact... by doing this you will gain the respect of yet another business that through its contacts and clients may bring you potential clients whose needs your business can serve perfectly. Sales is about both getting the deal now from those that need your services and delaying services from others later by proxy of those who did not need your services but remembered the fact that you took the time and effort to tell them the truth about that fact in your interactions with them. This is how a good business builds long term interest and ensures steady growth.


Francia said…
Just as I was reading this post, I remembered what a person on Margarita Island told us about selling (Marketing, he said) which is exactly what you're saying: You cannot force any clients to buy the products you are offering, you must entice them with the truth about what you have.. The same happens in Education, for teaching, one has to carefully think about our students' needs to design what we are to teach them... Perhaps this notion (think about needs, first) should be applied in all the aspects of life.

Popular posts from this blog

On the idea of "world wide mush" resulting from "open" development models

A recent article posted in the Wall Street Journal posits that the collectivization of various types of goods or services created by the internet is long term a damaging trend for human societies.

I think that the author misses truths that have been in place that show that collectivization is not a process that started with the internet but has been with us since we started inventing things.

It seems that Mr. Lanier is not properly defining the contexts under which different problems can benefit or suffer from collectivization. He speaks in general terms of the loss of the potential for creators to extract profit from their work but misses that this is and was true of human civilization since we first picked up a rock to use as a crude hammer. New things make old things obsolete and people MUST adapt to what is displaced (be it a former human performance of that task or use of an older product) so as to main…

Highly targeted Cpg vaccine immunotherapy for a range of cancer


This will surely go down as a seminal advance in cancer therapy. It reads like magic:

So this new approach looks for the specific proteins that are associated with a given tumors resistance to attack by the body's T cells, it then adjusts those T cells to be hyper sensitive to the specific oncogenic proteins targeted. These cells become essentially The Terminator​ T cells in the specific tumor AND have the multiplied effect of traveling along the immune pathway of spreading that the cancer many have metastasized. This is huge squared because it means you can essentially use targeting one tumor to identify and eliminate distal tumors that you many not even realize exist.

This allows the therapy for treating cancer to, for the first time; end the "wack a mole" problem that has frustrated traditional shot gun methods of treatment involving radiation and chemotherapy ...which by their nature unfortunately damage parts of the body that are not cancer laden but …

First *extra Galactic* planetary scale bodies observed

This headline

So every so often I see a story that has me sitting at the keyboard for a few seconds...actually trying to make sure the story is not some kind of satire site because the headline reads immediately a nonsense.
This headline did just that.
So I proceeded to frantically click through and it appears it was a valid news item from a valid news source and my jaw hit the floor.
Many of you know that we've been finding new planets outside of our solar system for about 25 years now.
In fact the Kepler satellite and other ground observatories have been accelerating their rate of extra-solar planet discoveries in the last few years but those planets are all within our galaxy the Milky Way.
The three major methods used to detect the bulk of planets thus far are wobble detection, radial transit and this method micro lensing which relies on a gravitational effect that was predicted by Einstein in his general theory of relativity exactly 103 years ago.