“NEEDS”

1. Functional Needs
This need relates to some function or task that must be performed. The buyer simply needs the
product to do what it’s supposed to do.

Example: “I need a printer because I need to produce hard copies of documents.”

Question: “May I ask what type of shoes are you planning to sell?”
Answer Owner: “I need a strong reliable shoes that can withstand heavy use.”
Answer SR: “Oh that’s great because I am confident on telling you that we really choose the best
materials we can use on producing our shoes. Mud, rivers, if it’s about durability we are
confident that we can deliver that perfectly.”
Answer Owner: “Oh I’m glad to hear that, that’s exactly what we needed.”

2. Situational Needs
These needs usually result from conditions or circumstances experienced by the buyer.

Example: “I need a printer because my old one broke and there’s a major deadline at work.”
Question: “May I ask what situation are you in now and why are you struggling in choosing the
right supplier for your product?”
Answer Owner: “I’m happy you asked that, right now I am struggling in choosing the right
supplier of shoes. Because they just don’t meet my ideal standards of shoes that I want to
introduce in my store”
Answer SR: “hmmm, well, in that case I am also happy to tell you that I can assure you that we
can provide that best shoes at its price in the market right now.”

3. Social Needs
This reflects a desire for acceptance or a desire to belong to a particular group. The buyer needs
an item to “fit in” or to present a certain image.
Example: “I need a state-of-the-art printer to show my colleagues that I’m savvy about
technology.”
Question owner: “It sounds like a really great deal for me then. But I just want to ask if what
does your shoes brings to my store. Does it help my store in competing with other stores that
are selling a really high end product?”
Answer SR: “I see, I am glad that you told me about that because right now we are one of the
leading shoe supplier in the industry in terms in specifying in Durability and also Luxury.”
Answer Owner: “That’s really nice then. (Make sure to nod every time you respond)

4. Knowledge Needs
These needs come from a desire for personal development or growth. In these cases, the buyer
seeks to purchase information to expand their knowledge.
Example: “I need training on how to operate my new printer.”
Question: “So are you willing to know more about our company?”
Answer Owner: “Yeah I am excited and wanting to know more about it”
Answer SR: “I am glad to hear that, we are the best company in producing men’s and women’s
casual shoes. We offer great durability and elegant design that hits the modern market in terms
of taste. We use really good materials in creating this foot wears to assure best experience
among the consumers. We are also consistent in making them having a 95% positive reviews in
our websites and other social media platforms.”
Answer Owner: “Oh wow that’s really great to hear.”

5. Psychological Needs
This buyer need sometimes stems from a desire to minimize risk or feel reassured. In other
cases, the buyer needs the product to evoke positive feelings, such as excitement or success. The
purchase is intended to make the buyer feel good.
Example: “I need a printer that comes with an extended warranty.”
Question Owner: “Well in that case how can you assure that this item will sell?”
Answer SR: “Don’t worry right now as the leading shoe making Company, we are offering a full
3months warranty on those footwear. It might sound outrageous but that’s how assured and
confident we are in our products.”
Answer Owner: “Oh wow, that’s just amazing. This is the best deal I ever offered with.”
Question SR: “Great I am happy to hear that you really like the deal we are offering you. So can
we now do the paper works and get a drink and call it a day? Drinks on me! :D