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Creating the Need

Creating the Need. People buy things in which there is a perceived need. If a prospect doesn’t see a need for your product, they won’t buy it or they will cancel after the fact. Creating Need. Creating a need for your product is the most important part of the sales process.

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Creating the Need

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  1. Creating the Need

  2. People buy things in which there is a perceived need. If a prospect doesn’t see a need for your product, they won’t buy it or they will cancel after the fact.

  3. Creating Need • Creating a need for your product is the most important part of the sales process. • Creating need is simply the process of educating the prospect in regard to the environment of your product.

  4. Agents often confuse the process of creating need or educating the prospect with making a presentation or pitch. • Remember you can not pitch or present your product until you have educated the prospect on the need for your product.

  5. Presenting or pitching products is a sales process…

  6. Creating need is an educational process..

  7. If you pull out materials and start explaining the need for your product, it is perceived by the prospect as a presentation or pitch. • If you get the prospect to ask you to explain the need then comply with their request, it is perceived as educational.

  8. Ask your mentors about the techniques they use for getting the prospect to ask for education

  9. The prospect has to ask you to educate them. Where do you start?

  10. Your Education Portfolio Your education portfolio gives you a systematic format for presenting information to the prospect.

  11. I have all the information memorized. Why do I need to use the education portfolio??

  12. Reason 1: The portfolio helps you keep consistent during the education process and helps you conduct fact finding along the way. • Reason 2: When you inform the prospect verbally, they have the option to believe or not to believe you. When the prospect has been informed verbally and reinforced by printed third party information, they are more likely to view the information as fact.

  13. Reason 3: It is important that the prospect remembers the facts if they are going to see a need for your product. People remember a percentage of what they hear. People remember a greater percentage of what they hear and see. • Reason 4: To become great at anything you must bed consistent. You have to master a specific action and be able to repeat that action on a consistent basis.

  14. A golfer must master their swing and master the ability to consistently reproduce it.

  15. A pitcher must master their throw and master the ability to consistently reproduce it.

  16. A salesman must master the education process and master the ability to consistently reproduce it.

  17. When the format for the educational process varies per prospect, it is not consistent. Therefore, you haven’t mastered the education process or the ability to consistently reproduce it.

  18. It is during the educational process that you will complete all of your fact findings.

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