Needs Development Model
From all the sales trainings, books, lectures and magic potions in sales Vinay D Cardwell has attributed his success in sales to the Needs Development Model from his Personal Selling class while in college. Attributed to Dr. Gary Grikscheit, the Needs Development model focuses on the professional and psychological aspects of the buyer. By initially spending time up front asking good questions or the "why's?" you establish need and trust. As need and trust is developed and the seller listens to the responses from the buyer, this allows for an assessment to be made. Once it is made then the seller can state why the product is of value and worth to the buyer by restating or reconfirming the buyer's responses to questions and thus developing the need that the buyer is looking to fill.