2. Address Needs & Wants

People respond favorably to an offer because:

  1. It is something they need
  2. It is something they want

Therefore, if they need and/or want the Truth, if that is what they are looking for; or, they need and/or want a real solution to whatever is hurting them – then, we have that to offer!

A successful salesman of a good product learns to ask himself this question before he deals with any prospective customer: How can what I am offering improve this person’s quality of life?  In this way, he does not envision a sale, but that what he has is addressing the person’s needs or wants.  If he believes in the product, he can confidently make the offer.  This is the way the Christian must see his prospect and what he has to offer.

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