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Sales professionals often focus on the “considerable needs” that their customers have: those needs that are easily noticeable and understandable. While it’s important to address these needs, there is also a need to be aware of the unconsidered needs that exist in order to make the most out of any sales opportunity.

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Considered needs are those which the customer is aware of and has taken action regarding. These are problems that clients actively seek solutions for, and they can be addressed through traditional sales practices such as market analysis, customer outreach, product demonstration, and so on. By providing solutions to these considered needs, sales professionals can help a customer move towards their goal faster and more efficiently.

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On the other hand, unconsidered needs are problems that a customer may not be aware of or may not see as an issue. These issues often require special consideration by sales professionals as they must be identified before they can be presented as potential solutions. To identify unconsidered needs, sales professionals should look at both current and future trends in order to anticipate what challenges or changes a customer might face beyond those they already know about. For example, if you know that your client will likely face challenges due to upcoming regulation changes, then you can suggest solutions before those changes take affect - thus positioning yourself as an invaluable resource for the client.

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Considering both considered and unconsidered needs when selling products and services is essential for creating lasting value for both customers and sales professionals alike. By identifying all relevant problems, regardless of how obvious or obscure they may seem, it allows sales professionals to provide unique solutions tailored towards each particular situation – leading to increased satisfaction from customers while strengthening relationships between both parties going forward.

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