Salesopedia - needs-creation selling - Sales and Marketing Glossary

Sales and Marketing Glossary
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needs-creation selling	sales person looks for and helps create a need in the mind of the prospect for their products or services even if no needs were apparent, obvious or existed to the prospect before speaking to the sales person, the method was for the sales person to question the prospect to identify, discover (and suggest) organizational problems or potential problems that would then create a need for the product or service

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