Need analysis is the essential part of the Sales Process. Need analysis is done differently for the different products like if the product is intangible or it is a new productivity tool in the form of software.It also differs when you are going to the customer or he walks in your showroom.
Customers can be broadly classified into three categories.
- One who is neither feeling the pain of not having your product nor he is aware of your product.
- One who is feeling the pain of not having your product and is aware of your product but still not planning to have your product.
- One who is feeling the pain of not having your product and is actively looking for the product and needs an expert in helping him buy the product.
We must understand that human beings act from the position of self preservation and our brain is hardwired to to risk aversion and protection.
Then there is something called Parkinson’s Law. According to Parkinson’s Law the “Work Expands so as to fill the time available for completion”.
Then we have prospect theory of loss aversion assumes that losses and gains are valued differently,and thus individual makes decision based on perceived gains.For instance, if we have to decide between gaining 10 dollars or avoid loosing 10 dollars.We would avoid loosing the money we already have.Our happiness for a 10 dollar win should have the same intensity of our sorrow of 10 dollar loss.But feeling of loss is much deeper than the feeling of gain.
On the basis of three types of customers and above three psychological statements we plan our need analysis strategy.
Moreover people buy from the people whom they trust.
Now when we approach customer we should do research about him and his roles from google search or it can be LinkedIn.We should know about their customer profile also.What are the terms and language they use with their customers.It helps in creating rapport.