We often use the words interchangeably. In our real world experiences there is a difference between wants and needs.
This is always important for those who sell and for those who buy.
We may want the most expensive shoes, the coolest looking car, or the house that offers the most luxury in the greatest neighborhood. Are those the things we really need?
Chances are good that by now you’ve already become acquainted with the idea that everyone is in sales. Even the people who are not directly in a sales role are really in some form, part of sales. We all sell something. We sell our ideas, our work, and our skills.
It seems that the sweet spot for the buyer is always based on value.
In the workplace, organizations have the right to choose. They can choose between wants and needs. Potential employees are often selling themselves through the interview process, trying to match what they can offer with the highest price. Is that what the organization wants?
The easy answer of course is, sometimes. Sometimes the budget for the position and the expectations are high enough that the employer shops for the expensive, the smartest, and the talent that they expect to propel them higher.
In other cases the organization may shop only for the minimum. They shop for the lowest price and hope to achieve the highest value. Are they ever disappointed? You bet.
Wants and Needs
It seems logical then that we may not always need what we pay for, but in contrast sometimes we may want more than we what we are willing to pay.
This is why price should not come first, but come last. When you find exactly what you need and it is also exactly what you want then you know you are willing to pay the absolute most your budget will allow.
When we start with price, we tend to confuse the wants and needs.
Dennis E. Gilbert is a business consultant, speaker (CSPTM), and corporate trainer that specializes in helping businesses and individuals accelerate their leadership, their team, and their success. He is a five-time author and some of his work includes, #CustServ The Customer Service Culture, and Forgotten Respect, Navigating A Multigenerational Workforce. Reach him through his website at Dennis-Gilbert.com or by calling +1 646.546.5553.