How to identify needs so you can offer solutions…

Are you clueless when it comes to figuring out the needs of your prospects? You ask questions, and they give you some off the cuff answers, but they’re usually shallow statements that mask the true root of the problems. You may wonder if they even have a problem, because they seem to give fluff answers.

You’ve heard it before… “how are you?”… “oh fine!” Are they really fine?

So how do you identify needs so you can offer solutions?

You ask probing questions… but they must be targeted questions to unveil their unspoken needs.

Recently, I was taken back to my college days, when I took Psyc 101. I participated in a Mastermind in January, and one of the presenters, Ms. Diane Hochman, brought up the subject of Maslow’s Theory of Needs. I remember studying it years ago, but had forgotten all about it.

Diane pointed out that most people are needy. In our business, it is our calling or purpose to find out these needs and offer a solution. Our business can provide a solution, but it must be looked at in a broad sense.

If your product is coins, and you’re talking to a prospect who is depressed because she needs or wants to lose 50 lbs, the question is, how are coins going to help her do that?

Let’s look at Maslow’s Theory and how to identify needs so you can offer solutions?

Abraham Maslow determined that humans essentially have five needs.

The most basic needs are physiological, such as food, water, air and sleep. These are pretty basic. If someone has these needs, you can offer a solution and hope. Your business will not be enough to get them instant nourishment. But if they can find other resources to meet these needs, they can get involved in your business and will soon be able to take these responsibilities on all by themselves. These people may be tough, and their success may be fleeting. What is the reason for their circumstances?

The second most basic need is shelter and safety. Everyone wants to feel like they don’t have to worry about where they will lay their head at night, or having enough money to live on once they retire.

Moving up the pyramid of needs, the third most basic need is the feeling of belonging, love and intimacy. These needs are filled by social relationships, social networking, being part of groups, attending events like Masterminds, and being in a committed relationship.

Next we have the need for self esteem. We need to feel like we make a difference in the world, in the lives of others, and in our own life. Our story of the overweight prospect is a perfect example of someone with low self-esteem. The answer is simple… by building a business and having financial and time freedom, she could afford to join a gym, or get a nutrition coach. Her symptom is that she is overweight, and it triggers her problem, the need for higher self-esteem.

Finally, at the top of Maslow’s pyramid of needs is self-actualization. This is when we come to realize we have achieved something worthwhile. Our lives are fulfilled. When we are self actualized, we are confident, satisfied with ourselves, and what other people think, doesn’t even matter.

Now, how can you apply this theory to identify needs so you can offer solutions?

By being aware of these levels of needs, you will be able to determine exactly what level your prospect is experiencing. For example, if your prospect says they are worried about having enough money for retirement, you know their need level is in the security and safety zone. What can you offer them that will ease this concern?

Maybe they tell you they feel like they have no purpose – they wonder why they’re here on this earth? For the average listener, they probably wouldn’t know how to answer this problem. If they are truly in the dumps and you are concerned for their well-being, you might suggest that the person get some help.

But knowing about Maslow’s Theory of Needs, you can recognize their lack in the esteem need level. They need something that will give them purpose and meaning. Does your business provide that? Yep!

But what about self-actualization?

If your prospect is constantly worrying about what others will think of him, then he is in need of self-actualization. You know that with success in your business, self-actualization comes naturally. You become a leader, you have posture, confidence, and no worries.

So, these are the basic human needs in a nutshell. Knowing these will provide the knowledge and insight to help many, many people realize their dreams.

You will know how to identify needs so you can offer solutions…

Email Me: val@valheisey.com
Skype: val.heisey
941-270-3320

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Tagged as: communication, solutions