© 2019 by TheConsciousSale. 

Need

Why is need important? If your client does not have a need for your offering it changes dramatically the way in which they will perceive what your tell them. It means interactions with your potential clients will involve you trying to sell something to them rather than articulating the value of your solution to their problem. This is a big deal, because people are looking for solutions to problems, they don't want to be sold to.