In the first case, the transaction volume is large and the demand is obvious. But the main difference is the number of decision makers or influencers in the process. A private client's decisions are influenced by a small group of intimate individuals. In the B2B and B2G worlds, this can be a large number of employees and greece telemarketing departments with completely different motivations and decision-making criteria. In fact, the process of identifying needs involves analysis, questions, and feedback. Stages in Identifying Needs A common misconception is that needs are identified during the sales process.
In fact, this issue should be studied very carefully before product creation or procurement even begins. Marketing Research First, you need to understand what specific needs your target audience has. This is why it is extremely important to conduct the necessary marketing research. It is more rational to produce something that people will definitely buy than to sell something that is produced without properly researching the needs of the target audience. Marketing Communication During the advertising communication process, you can also receive necessary information.
Starting from potential customers’ advertising preferences to their segmentation: surveys, polls, quiz mechanics and receiving feedback. Sales During the handling of prospects and further sales stages, identification of needs is divided into the following stages: Observation: helps to qualify the customer and gain a general understanding of his needs, after which it is easier to start a more substantive conversation. Make a connection: Verbal and non-verbal communication – smile, eye contact, friendly tone of voice.
Question: One of the main and most important stages. Active listening: helps to obtain necessary information and build trust - eye contact, "mirroring", repeating parts of what the client said, stating conclusions. Summary: Summary. For example, waiters often list orders to ensure they are recorded correctly, and customers can order extras or refuse unnecessary items. For B2B and B2G sales with long transaction cycles, it is recommended to establish continuous communication with decision makers - gradually identify needs and convert implicit needs into explicit needs.
