Match the Need to the Feature to the Advantage of the Feature to the Benefit, ask questions, and identify what motivates customers to action

Match the Need to the Feature to the Advantage of the feature to the Benefit, ask questions, and identify what motivates customers to action Laura is employed with a company that sells office furniture to B2B buyers. She was in a tizzy... struggling with the task how she could more easily identify what motivated her customers to action. She had made several sales calls over three days and had been unsuccessful at gaining serious interest from any of the prospects in those calls. Then she remembered something she had learned in her selling class at The professor had talked about the things that motivate people to action and that a professional seller should include these elements in the sales presentation. She remembered the professor saying something like, "Customers have different types of needs and levels of need. These needs can change for a variety of reasons - change in company needs, information obtained from sources like blogs and other social media, changes in how companies go through the purchasing process. So, salespeople have to always be up-to-date on what is going on around them with respect to the marketplace." Laura thought about this and she concluded that she needs to create some kind of plan that would allow her to understand each customer's motivations and how they sought out information to satisfy those motivations. She needed a plan to communicate with different customers and still be able to match her products features and benefits with the motivations of the customers. How would Laura go about developing a plan for each of the different prospects she can use to help her identify individual customer motivations so that she can create more effective sales presentations? Include in each plan how Laura would go about asking "yes" questions to engage the buyer in the sales process and then move the sales presentation along. Include how Laura can create a selling climate and how she can match the need to the feature to the advantage of the feature to the benefit? Laura is selling office furniture to the following different types of B2B prospects: (1) lawyer (2) construction company