How to study them – we tell in the article.
Sales should be built base on the current needs of buyers. How to study them – we tell in the article.
What are customer pain points and needs identification?
The term “need” in marketing refers to a state in which a person needs a certain service or product.
Identifying a need means determining what exactly a potential client wants to receive
It is important for a business to obtain as email data much detaile information about a person’s need as possible: what exactly they need, in what volume, at what price, when, where, and so on.
Along with this term, another one is use – “customer pain”. Pain is an obstacle that prevents a person from satisfying his need. For example, he wants to buy a car, but inexpensive models do not suit him in terms of quality, and expensive ones do not fit into the family budget. The pain here is the lack of the necessary amount of money and the insufficient quality of budget cars.
Much literature has been written about needs. The classic scheme is considere to be the pyramid of the American psychologist Abraham Maslow, which his followers visualize base on his ideas.
Maslow’s pyramid
The simplifie pyramid is bas on 5 hierarchical levels. If the lower ones are not satisfie, the upper ones are less pronounce or absent.
In fact, any need arises as a result of a need for something. Need is most often associate with some problem that has arisen or may arise in the future.
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In the sales funnel, the stage of identifying needs is between the stage of customer qualification and the moment of presentation aub drectory of the product or service.
