{"id":17620,"date":"2017-12-05T14:27:47","date_gmt":"2017-12-05T14:27:47","guid":{"rendered":"https:\/\/www.potential.com\/?p=17620"},"modified":"2018-02-28T08:25:15","modified_gmt":"2018-02-28T08:25:15","slug":"uncover-client-needs","status":"publish","type":"post","link":"https:\/\/www.potential.com\/articles\/uncover-client-needs\/","title":{"rendered":"Uncover your Client Needs"},"content":{"rendered":"<p data-fontsize=\"20\" data-lineheight=\"28\"><img loading=\"lazy\" decoding=\"async\" itemprop=\"image\" class=\"aligncenter wp-image-17651 size-full\" title=\"client's needs\" src=\"https:\/\/www.potential.com\/wp-content\/uploads\/2017\/12\/Cliets-needs.png\" alt=\"client's needs\" width=\"720\" height=\"405\" srcset=\"https:\/\/www.potential.com\/wp-content\/uploads\/2017\/12\/Cliets-needs.png 720w, https:\/\/www.potential.com\/wp-content\/uploads\/2017\/12\/Cliets-needs-300x169.png 300w\" sizes=\"auto, (max-width: 720px) 100vw, 720px\" \/><\/p>\n<p id=\"first-des-par\" data-fontsize=\"20\" data-lineheight=\"28\">Sales professionals are continuously challenged to uncover the client needs so that they can offer them the best solution to those needs. This process can be quite daunting and inefficient, as sometimes the clients don\u2019t know what they really need and as such need guidance.<\/p>\n<p>After opening a meeting and setting an agenda, then next aim is to uncover the client&#8217;s needs. You don\u2019t have time to tell them about all your products, so first, understand what their needs are and then you can tell them only about the products or solutions that meet those needs.<\/p>\n<p>&nbsp;<\/p>\n<div class=\"video-responsive\">\n<p><iframe loading=\"lazy\" src=\"https:\/\/www.youtube.com\/embed\/W8VGHyQgCAA?rel=0&amp;showinfo=0\" width=\"560\" height=\"315\" frameborder=\"0\" allowfullscreen=\"allowfullscreen\"><span data-mce-type=\"bookmark\" style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" class=\"mce_SELRES_start\">\ufeff<\/span><span data-mce-type=\"bookmark\" style=\"display: inline-block; width: 0px; overflow: hidden; line-height: 0;\" class=\"mce_SELRES_start\">\ufeff<\/span><\/iframe><\/p>\n<\/div>\n<h2><strong>Use two questioning methods to uncover client needs:<\/strong><\/h2>\n<ul>\n<li>\n<h3><strong>Open questions<\/strong><\/h3>\n<p>It gives the client an opportunity to shed light and expand on the question area.<\/li>\n<li>\n<h3><strong>Closed questions<\/strong><\/h3>\n<p>It forces the client to give you a specific answer such as when a decision would be made.<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<p>The aim of the questioning is to uncover the client\u2019s circumstances and needs which would help you in suggesting the best solutions to their requirements.<\/p>\n<p>Remember, <a href=\"https:\/\/www.potential.com\/interpersonal-skills\/verbal-and-non-verbal-characteristics-of-active-listeners\/\">listening<\/a> is a much more effective skill than talking when in meetings.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Sales professionals are continuously challenged to uncover the client needs so that they can offer them the best solution to those needs. This process can be quite daunting and inefficient, as sometimes the clients don\u2019t know what they really need and as such need guidance. After opening a meeting and setting an agenda, then next [&hellip;]<\/p>\n","protected":false},"author":9,"featured_media":17651,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[2,19],"tags":[50],"class_list":["post-17620","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-articles","category-sales","tag-clients-needs"],"_links":{"self":[{"href":"https:\/\/www.potential.com\/wp-json\/wp\/v2\/posts\/17620","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.potential.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.potential.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.potential.com\/wp-json\/wp\/v2\/users\/9"}],"replies":[{"embeddable":true,"href":"https:\/\/www.potential.com\/wp-json\/wp\/v2\/comments?post=17620"}],"version-history":[{"count":11,"href":"https:\/\/www.potential.com\/wp-json\/wp\/v2\/posts\/17620\/revisions"}],"predecessor-version":[{"id":18698,"href":"https:\/\/www.potential.com\/wp-json\/wp\/v2\/posts\/17620\/revisions\/18698"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.potential.com\/wp-json\/wp\/v2\/media\/17651"}],"wp:attachment":[{"href":"https:\/\/www.potential.com\/wp-json\/wp\/v2\/media?parent=17620"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.potential.com\/wp-json\/wp\/v2\/categories?post=17620"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.potential.com\/wp-json\/wp\/v2\/tags?post=17620"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}