Steps to Show your Understand of your Client's Needs

Uncovering Customer Needs

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Course Modules

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Module 1	Uncovering Customer Needs
Unit 1	Uncovering Customer Needs Pretest
Unit 2	3 Steps to Use at the Start of Business Meetings
Unit 3	Uncover your Client’s Needs
Unit 4	Steps to Show your Understand of your Client's Needs
Unit 5	Steps to Take when Finalizing a Client Meeting
Unit 6	Uncovering Customer Needs Posttest

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Unit Video

Unit Summary

The 3 steps used to demonstrate that you have understood the client needs:

Acknowledge that you understand the need
Describe your solution’s benefits
Check for acceptance

Build Your Action Plan

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Transcript

In this video, you will learn about how to demonstrate that you have understood the needs of the client.

So that the client doesn’t end up doing the only talking and so you are able to ask more questions, you need to confirm to them that you understand their needs and have a solution for them.

Use the 3 steps to demonstrate that you have understood the client needs:

Acknowledge that you understand the need by restating it in your words
Describe your solution’s benefits focusing on the benefits and not features
Check for acceptance and watch the client’s body language to confirm that the client is in agreement with your solution

After you have clarified to the client that you have understood their need, and have a solution for that need, you can go back and ask another question to help you uncover some additional needs and thus up sell your products and services.

You can keep on questioning the client until you feel you have a good understanding of their needs and can then close the meeting.

Case Study

John then shows that he understands the clients needs by repeating the requirement and confirming that he has a solution for the same. So if the client states that the sales teams would be needing the new laptops, John would respond that since the sales team need the laptops and would be taking them and using them in-front of their customers, it would be good to have 2-1 laptops that become tablets at the same time so they can demonstrate their presentation or software. John does the same for all needs uncovered by the questions that he asked.

Quotes

How you think about your customers influences how you respond to them. Marilyn Suttle