Sales Plans – Understanding Customers Needs vs Wants
By Dave McMahon
Good News: This is a short Sales 2 Success Newsletter today!
It is a must for any sales person or business owner wanting to improve low sales or stop the hit and miss of product sales. It all starts with your sales plan.
Let’s face it, most people do not have a sales plan. A sales plan is the pathway and formula to sales success.
And guess what?
You can start to improve your sales within minutes by reading on…
This example is going to surprise you. I had a private sales coaching session with Luana (one of my Sales and Implementation Club members) on this very topic of not having a sales plan in place. When I started working with Luana to focus on her sales plan for her first-aid products, this is what happened.
I asked Lauana “What does your client want?” Her answer was, “They need First Aid equipment for their business…” as a sales strategist I kept working with Luana and quickly got deeper and found the next answer “They want someone to do their First Aid requirements for them.”
This was the big break-through for Luana and it was the start of her sales plan. You see, you can keep working by yourself to gain sales experience or you can fast-track the process by mentoring. The end result was that Luana later that day picked up the phone and on the first call by focusing on her clients WANTS she got an order for 40 First Aid kits! Her biggest sales order ever, and all because she worked with the client to give them what they wanted.
So what does this all mean – Customer Needs vs Wants?
With no sales plan you are not in tune with your clients and your focus is not in tune with what you believe they Need. Human nature tells us that people will do what they want but not always what they need. For example, we all NEED to eat healthly vegetables, but we WANT fatty food from McDonalds!
Needless to say, when you focus on your clients wants, you will make more, faster and easier sales. The first part of your sales plan is to know what your client wants and the best way to start to do this is by asking them in a survey.
Customers Sales Survey Formula:
Step 1 - Start by doing a client survey using software or a website like Surveymonkey.com or start asking your clients now. The Sales Shortcuts Mastery program gives examples of what type of questions to ask, click HERE to find out more.
Step 2 – Listen to what people say!
Step 3 – Give them what they want!
The bottom line is that you can have more sales with less work, just like Luana, by giving people what they want, not what you think they need.
Warmest Regards,
David McMahon
Sales Technology Strategist
P.S. Want help with your sales presentation? Then call now for your free ‘Sales Presentation Q&A Session Call’ now on 1300 887 865 or email customers@crocodilemarketing.com to see if you or your business qualifies.
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