Should a salesperson sell buying needs or buying wants?

A question that many salespeople often ask me is: Jacky, should we put more focus on talking about our customer's needs or our customer's wants when selling to them?

While many people tend to talk about customer's wants and needs as if they are the same think, I feel there is really a big difference between wants and needs. While many salespeople tend to focus their efforts on selling primarily to the needs of their customers (needs-selling is still important nonetheless), many studies have proven that this may not always be the ideal way to seal the deal. Find out more in this new sales training video brought to you by top sales coach Jacky Lim.

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