How can you establish a need and value? It's now time to offer solution to the client's need. In this phase, we are just proposing a solution to the client's problem. Step, it's later in that will be Step four, that will be linking your product to the need. So right now, to establish a need and valuate, you can use a sentence like okay, this is what I have for you. And then you explain what your product and service is about.
And when you explain, you don't use complicated words, you use their words, as you can see, explaining what you have for them comes after you have gained some rapport and you have asked questions to understand what the customer wants. But since people will start explaining what the product and service is about, right away, before having some rapport, or understanding what the customer truly wants, and it is this is wrong. What you should do is always listen to what the customer wants and here have something to offer to just be explained. And then it's really important that you do the step of valuing the need. After that you have proposed a solution to your clients need, you will ask the client, if they see any value in what you're offering. If the client says yes, then you can continue.
If the client says no, then you should find out the client. If they say, maybe I don't really know. Try to push them to say yes or no. So at this point, if the client doesn't see any value in what you're offering, you should find another clients. We're not asking them to buy. We're just asking if they see any value in what we have to offer.
The questions that you can ask are, suppose that you're, and then you talk about the need was solved. How much would that be worth to you? And you can also ask the question, do you see any value in this if the client doesn't see any value in what you're offering? They won't be willing to give you the money. So your client will give you money if they perceive that there is some value for them. And that's why you should ask these questions here.
And it's really powerful is something that you must do, because it will make you save time. If you see that the client doesn't see any value in what you're offering.