Let us look at why we should understand the buyer’s needs
When there is no issue, there is no solution. When there is no pain, there is no gain.
Unless you take the effort to understand what the pain points are – why your buyers are looking to buy some product or service you are selling – it will be difficult for you to be in an advantageous position in the buyers mind when they would take the decision to buy.
How do you understand your buyers needs?
No one can read minds. The written document that manifests the prospects requirements (RFPs) may not accurately represent the pain points. So, understanding the buyer and to make them open up and confess what their pain points are or what they are trying to achieve and do better in the days or months to come by is important. For that purpose, it is important that you talk less and listen more.