What is real needs in marketing?

'Real Needs' in marketing are the actual needs of the customers which he may not be able to pinpoint/state to the salesperson and some probing needs to be done by the salesperson to find out the exact nature of the stated need by the customer.

For example : A customer walks in to a car showroom and says he wants to buy a inexpensive car. Herein the stated need is that the customer wants a inexpensive car. But the real need could be that the customer wants a car which has a low operating/running cost and not a car with a low selling price. Thus the salesperson here will have to do a little bit of probing to understand the exact nature of the stated need of the customer.