SEL4 - Customer Needs Analysis Part 1 of 3 - Introduction, Researching Needs, Needs Analysis with the customer-SEL4---Customer-Needs-Analysis-Part-1-of-3---Introduction-Researching-Needs-Needs-Analysis---smaller-version

SEL4---Customer-Needs-Analysis-Part-1-of-3---Introduction-Researching-Needs-Needs-Analysis---smaller-version

Video Transcription

Video Summary

Successful sales depend on understanding customer needs and matching products or services to them, rather than pushing what benefits the seller. The transcript explains how to research needs through business news, trade press, and customer-specific information. It covers consumer segmentation systems like NSSEC, NRS, and ACORN, as well as high net worth individuals and their buying patterns. For organisations, it outlines firmographic factors such as industry, size, location, ownership, customers served, and financial performance. Finally, it stresses adaptive selling, building rapport, and using a mix of open and closed questions to uncover needs without irritating the customer.

Keywords

customer needs

consumer segmentation

firmographic factors

adaptive selling

sales questioning