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Posted on 03-17-2011

     Most businesses market their product or service according to the need of the business to make a sale, to win a customer, to generate revenue. Their sales strategy is based on the internal need for the sale.  However, is it the prospective customer that has the real need for the product or service.  A self-indulgent business strategy that focuses on the needs of the business over the needs of the customer, can lead to much frustration and loss of sales and by-passed opportunities.  What if…the business builds its sales strategy focusing on the needs of the customer or the prospective client.   The customer will sense a sincere concern to resolve their issues and solve their problem. 

     Good business practice is about delivering the solution to satisfy the customer's need, real or perceived. The prospective clients with the greatest needs are the prospects with the highest probability of becoming customers.  It is all about Need, what the customer needs, not as much as what the business needs.

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