do this it would help to have at least a basic understanding of Maslow’s “Hierarchy of Needs”: Self-Actualization, Esteem, Love, Safety and Physiological. Maslow writes that all human behavior is motivated by unsatisfied needs thaYou will find six different definitions for the word “selling” if you look the word up in the dictionary. Six. However, not one of them will give you the real meaning of the word you need if you really want to maximize your own or your staff’s sales efforts.

So what is selling?

Selling is problem solving through the fulfilling of someone’s needs.

No mater what product or service you are selling, your clients and customers come to you hoping you can solve their problem. Of course they don’t always see it that way themselves, and, all too often, you or your staff fail to recognize it either.

If you really want to totally understand the selling process, one of the best ways to do this is to look at it from the buyer’s perspective. What problem (need) are they expecting you to solve? Where does it originate? And what is the main motivating factors driving that particular buyer’s need?

To do this it would help to have at least a basic understanding of Maslow’s “Hierarchy of Needs”: Self-Actualization, Esteem, Love, Safety and Physiological. Maslow writes that all human behavior is motivated by unsatisfied needs that

your staff’s sales efforts.

So what is selling?

Selling is problem solving through the fulfilling of someone’s needs.

No mater what product or service you are selling, your clients and customers come to you hoping you can solve their problem. Of course they don’t always see it that way themselves, and, all too often, you or your staff fail to recognize it either.

If you really want to totally understand the selling process, one of the best ways to do this is to look at it from the buyer’s perspective. What problem (need) are they expecting you to solve? Where does it originate? And what is the main motivating factors driving that particular buyer’s need?

To do this it would help to have at least a basic understanding of Maslow’s “Hierarchy of Needs”: Self-Actualization, Esteem, Love, Safety and Physiological. Maslow writes that all human behavior is motivated by unsatisfied needs tha

you can solve their problem. Of course they don’t always see it that way themselves, and, all too often, you or your staff fail to recognize it either.

If you really want to totally understand the selling process, one of the best ways to do this is to look at it from the buyer’s perspective. What problem (need) are they expecting you to solve? Where does it originate? And what is the main motivating factors driving that particular buyer’s need?

To do this it would help to have at least a basic understanding of Maslow’s “Hierarchy of Needs”: Self-Actualization, Esteem, Love, Safety and Physiological. Maslow writes that all human behavior is motivated by unsatisfied needs tha

best ways to do this is to look at it from the buyer’s perspective. What problem (need) are they expecting you to solve? Where does it originate? And what is the main motivating factors driving that particular buyer’s need?

To do this it would help to have at least a basic understanding of Maslow’s “Hierarchy of Needs”: Self-Actualization, Esteem, Love, Safety and Physiological. Maslow writes that all human behavior is motivated by unsatisfied needs tha

do this it would help to have at least a basic understanding of Maslow’s “Hierarchy of Needs”: Self-Actualization, Esteem, Love, Safety and Physiological. Maslow writes that all human behavior is motivated by unsatisfied needs that fall into one of these general categories. Therefore, buying is motivated by a need based on one of the above elements of Maslow’s Hierarchy.

For our purposes we can group most, if not all, of your clients needs and Maslow’s Hierarchy into two different categories:

Physiological Needs - Basic needs such as air, water, food, sleep, etc. For the most part these are needs that one cannot live without.

Psychological Needs - Love, esteem, self-recognition, recognition by others, acceptance.

Think about the products you sell and which of Maslow’s categories is motivating the need for your product.

For an in-depth understanding I suggest you Google Maslow’s “Hierarchy of Needs” and read more. The theory is not all that complicated and should be “a must read” for anyone making a living from selling.

Selling Benefits not Features.

Okay, so now that you understand that your custom