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Establishing a good relations with the customers will help identify his/her needs.
It is as well important to understand what the customer wants to do when asks for a service or what necessity is trying to satisfy when asking for something.
If you look at the final picture we will be able to better understand the customer needs, investigate a little more it is always a good strategy
Hope it helps
In order to find customers needs you need to practice two things.
1) Asking questions.
What are you trying to do?
What other systems do you have?
Are you looking to upgrade or is this a brand new system you are trying to build?
...
You need to get the information out of the customer as most people don't know what they need exactly. They heard of something and just want it in their house.
2) Listening
Every time they answer a question you need to listen carefully and build a report in your head and try to imagine what they are trying to do. Take their point of view.
This way you know now what they want. Customers get happy to find someone who understands them and know what they want.
Now you gained customers trust, you know there will be no returns, and you can up-sell anything you want to the customer as they trust that you suggest it because they need it.
first is identifying your customers. by understanding your potential customers. Either research can help you develop a more detailed picture of them and understand how to target them. It will also highlight key characteristics your customers share, such as: gender, occupation,disposable income,recreational activities.
