Since the emergence of the marketing concept discussed in Chapter 2, where the activities of a firm revolve around the needs of the customer, need discovery forms the essence of salespeople being able to create value, meet the needs of their customers, and execute the firm’s commitment to the marketing concept. A review of the behaviors displayed by high-performance salespeople helps us understand the importance of precise need discovery. They have learned how to skillfully diagnose and solve the customer’s problems better than their competitors. This problem-solving capability translates into more repeat business and referrals and fewer order cancellations and returns.8

Unless the selling situation requires mere order taking (customers know exactly what they want), need discovery in the information economy is a critically important part of the sales presentation. It may begin during the qualifying stage of building the prospect database or during the approach if the salesperson uses questions or a survey during the initial contact with the customer. Need discovery generally begins after you transition from the approach. In multi-call situations, need discovery may be the primary call objective during the first or second call. In most multi-call settings, it is wise to reconfirm the needs discovered in earlier calls.

The pace, scope, depth, and time allocated to inquiry depend on a variety of factors. Some of these include the sophistication of the product, the selling price, the customer’s knowledge of the product, the product applications, and, of course, the time available for dialogue between the salesperson and the prospect. Each selling situation is different, so a standard set of guidelines for need discovery is not practical. Additional information on need discovery is presented later in the chapter.