Business and Money Tips

Most sales trainers centred on one core teaching: you must understand customers' needs and sell them solutions to their needs.  Many sales training in Singapore and Asia teach people to ask better questions, like probing questions, financial questions, hypothetical questions, follow-up questions and open-ended questions so as to get the sale.   The idea is that if we just dig deep enough, we will find gold. This sounds very good, but does it work in real life?  Do people buy based on needs?   What if customers don't know what they need?  Like before Apple launched iPad in 2010, you cannot get anywhere if you ask questions on what type of tablet they need.   To me, the customer's single greatest need is to figure out exactly what they need.  So a better sales technique is to tell customers what they need.   Sales champions win not by understanding their customers' needs but by knowing customers' needs better than the customers thems...