How to sell LSP According to Customer Needs

January 12, 2022

Business Applications

Rachele Soliera

Rachele emphasized the importance of understanding customers' specific needs and emotions to effectively sell a product. With participants she also discussed the job to be done concept and how to connect product features to specific benefits for different types of customers. The focus should be on the specific benefit that the customer can achieve with the product. Rachele discusses the importance of knowing customers' specific needs in order to sell effectively, and the confusion between generic information and specific needs. Understanding the job to be done concept helps to understand customers' specific needs and solve their problems. She introduced sales questions: skin, bones and heart questions. Bone and heart questions are important for understanding customers' deeper needs and emotions, which can lead to closing a deal. Rachele emphasizes the importance of starting with customer needs rather than product features when creating a valuable offer and gives an example of how to connect product features to specific benefits for different types of customers. She also explains how to identify the feature, advantage, and benefit of a product in a sales conversation, explaining that the focus should be on the specific benefit that the customer can achieve with the product.