How to identify key benefits for the client

[jakariabd@]

In the sales process, one of the main rules is to understand what is really important to the client. People make purchasing decisions based on their priorities and needs, which often differ. However, behind the diversity of requirements lies a universal principle: key benefits for the client are the solution to his specific problems.
Why is understanding the customer's key needs critical?
Customers rarely buy a product for the sake of the product itself. They are interested in solutions: reducing costs, saving time, increasing comfort, increasing income. If a company is unable to demonstrate how its product solves a customer’s problem, the chance of closing a deal is significantly reduced.

Example: For a small business owner, the key benefit oman mobile database of a CRM system may be the automation of processes, which saves time. For a large corporation, the ability of the CRM to integrate with existing systems will be of primary importance.

Understanding key needs helps:

Focus on what is important to this particular client.
Reduce the likelihood of rejection due to lack of understanding of value.
Establish a relationship of trust by offering a personalized solution.
How to identify key benefits for the client
Ask questions.
Successful managers don't assume, but find out what's important to the client. Questions help identify the real need:
What challenges do you face?
What results do you want to achieve?