A to Z Guide to Selling More: N is for Need

Sales happen faster when a customer needs what you sell. Determining if the customer needs it is part of the qualification process. And if you really want to cut to the chase and find out if the customer does think your product or service is necessary, learn to ask (in a nice way of course), “Do you see my product as something that helps you answer a need?”

There is nothing wrong with asking a direct question and getting answers quicker speed up the sales cycle.