Identify and Satisfy Customer Needs

To sell benefits, you must first understand conscious and unconscious customer needs, preferences, interests. and → emotional drivers.

→ Subconscious vs. Conscious

If you sell a radically new customer value, you may need to create new customer needs and emotional drivers.

→ Value Innovation 

→ Customer Value Proposition

Obtaining deep customer insight is the first step in building a meaningful dialogue with your prospects and creating campaigns that are so relevant that your target audience will consider your marketing communications a → differentiating, value-added service.

Ask your customer questions that will uncover their both conscious and unconscious needs for your products. Listen to theirs emotions in order to understand the needs and risks perceived by customers better and to be able to tailor the benefits you sell to what your prospects really want.

→ Empathetic Marketing

→ Surprise To Win: 3 Strategies

You must also understand what makes people buy and know how to prompt their action. Focus on emotional drivers. Be persistent. Send periodic follow-ups to prospects and remind them of the advantages of buying your product.

→ Selling Is Problem Solving

Appeal To Subconscious Values and Motivators

Unconscious core values operate automatically largely out of our awareness. They are not specific to any particular situation. Being at the root of our → perceptions, they color what we think or do in every situation. For most people, top subconscious values are self realization, security, sexual harmony, and adherence to tradition... More