8 Human Needs To Know When Selling To A Prospect Or Buyer
Did you know that most sales prospects only have 1 primary need they are looking for you to solve? In this post we’ll share ALL 8 Human Needs sales prospects have. So you can make sure you solve the most important one first and close more deals.
Looking back at our previous post we learned Maslow’s Hierarchy Of Needs and Tony Robbin’s List of 6 Human Needs. Examining both sets and understanding how to identify these needs or traits in the people you communicate with. Whether that’s in your: personal or business relationships, business meetings or sales conversations. If you haven’t read that post yet on the FlowChat Blog we certainly recommend it.
Remember those Human Needs? Let’s recap Tony Robbins 6 Human Needs are: Certainty, Variety, Growth, Contribution, Love & Connection, Significance
And, Maslow’s 5 human needs–known as Maslow’s Hierarchy Of Needs are: Physiological, Safety, Belonging & Love, Esteem, Self-Actualization
There’s Even More Depth In Sales Conversations When Human Needs Are Considered
Recognizing any of these needs in the sales conversations that you have can provide clarity for the right approach that makes perfect sense to your prospect. Especially if it is with someone you have presented to or attempted to sell but, at the time things didn’t make sense for them.
Imagine now recognizing the human needs that drive the prospect and how to present your offer in a way that best serves the needs most important to them. By positioning or framing your offer to solve the needs most important to them. It makes sense that your sales conversation would begin with them talking, followed by an opportunity where you can a solution that your product or service provides for their most important need. This can also show you how to leave things out of the presentation that the prospect does not lean-in on. Meaning it probably isn’t a need that is important to them in the context of the sales conversation you are having.
FlowChat Sales Training – Reflection: How has this post helped you think of sales with a Human Needs Lens when communicating with your prospects, clients, friends, colleagues, spouse, etc.?
Once you clearly identify, understand and exercise these 6 Human Needs. Plus the basics of Maslow’s Hierarchy of Needs you’ll know what motivates others and what motivates you as well.
Maslow’s Hierarchy of Needs will help you reach your inner state of self-actualization. Robbins 6 human needs will help you for yourself understand your intimate and business relationships, and how you present offers and opportunities when you sell.
Now Let’s Dive Into 8 Things EVERY Prospect Wants To Solve:
FlowChat Sales Tip: Respect is earned, giving respect is in your favor. Don’t be an order taker (yes Sir, yes Ma’am) be a peer on their level. One that your sales prospect can respect. This is easiest done with keeping your word, doing what you say you are going to do, and with the words you choose.
FlowChat Sales Training: 8 Human Needs EVERY Sales Prospect Wants To Solve
- Sales Prospects Want Recognition
- Clients and Potential Clients, Vendors and Partners Want Respect
- People You Do Business With Have A Pride For Their Business and What They Do
- Prospects Enjoy When They Tend To Be Right
- People Want To Do Better BUT… They Buy Different, New and Unique
- People Want To Belong
- People Want To Be Rewarded
- Prospects Don’t Want To Lose
FlowChat Sales Tip: Think about how to position yourself and your offer as “New” and “Unique” or “Different” rather than as “Better, Faster, Stronger.” Avoid things that end in -ER when writing promotional marketing or advertising copy.
FlowChat Business Mentors BONUS TIP: Alex Charfen’s: 5 Buckets Every Business Must Have
- Lead Gen
- Lead Nurture
- Conversion
- Fulfillment and Delivery
- Retention and Resell
Once you clearly identify, understand and exercise these 6 Human Needs. Plus the basics of Maslow’s Hierarchy of Needs you’ll know what motivates others and what motivates you as well.
Maslow’s Hierarchy of Needs will help you reach your inner state of self-actualization. Robbins 6 human needs will help you deeply understand your intimate and business relationships, and how you present offers and opportunities when you sell to the human needs of your prospects, clients and future buyers.
How has this post helped you think of sales with a Human Needs Lens when communicating with your prospects, clients, friends, colleagues, spouse, children, etc.?
To go deep on sales conversations and learning what questions to ask we’ve got a post for you:
Get FlowChat, the #1Ultimate Social Media Sale Prospecting Tool for your business.
