Posted in Marketing and Strategy Terms, Total Reads: 550
Definition: Need Satisfaction Approach
It’s a particular sales technique where the salesperson after asking certain probing questions tries to understand the stated and unstated needs. Based on those needs the salesperson gives the sales proposal in the form of a presentation showing the features of a product and how does it satisfy those needs.
Before the presentation, the salesperson makes the customer realize his/her need and the tries to relate that realization with the product benefits. Then the additional benefits are shown. The approach is quite skilled and not all sales people find it easy to implement because it requires a lot of analyzing and questioning capability.