How to Know What Customers Want (And Sell It To Them)

"What will you do to meet both stated and unstated requirement of your customer? How will you know the preference of your customer?" -- Tai Quanganh

It's the dream of every sales professional and business owner to magically know the inside desires of every customer, but often they don't know how to discover this ... do you? Here are a few ideas to get you started.

Working with a client last week, I jotted down 115 ideas to truly understand the buying desires of their customers. Now this wasn't a rehash of the "101 Strategies for more Profitable Customers", instead it was an entirely new list of how to discover customer desires.

What's important is that these ideas don't just tell you what customers want. What customer want is meaningless if it's not what they want to buy? Customers want and need many things, but for only a few are they willing to take out their wallet.

GOLD members will find these insights in detail at the membership site, however, I'll attempt to cover a few here for those who aren't yet invested in that program. Here's a list of how you can know the stated and hidden desires of your customers:

• Discover what is not currently addressed, but bought by customers elsewhere, in your current customer interaction points;
• Identify the fears, concerns, and daily stresses of your customers, and address them with products;
• Offer customization at a premium for any product you offer, then model profitable modifications;
• Use prequal products that identify buyers in a marketplace but let them start with less risk;
• Focus on a specific niche that is easily identified and reached, choose industry cultural identifiers to segement your market;
• Research and advocate your customers interest with heavy dialog to match and identify their buying desires;

You'll discover a lot of meat in these points, the key is to sell customer what they are already buying, then use customization to identify other solutions of interest. Best of all, nothing in this list will require employees with special talents or even skills you don't already have. And every one of these ideas will multiple your income hundreds of times over.

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