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Education and certification/Courses/Uncover Needs and Goals Together

Uncover Needs and Goals Together

Most sales people feel pressured to skip Needs Audit; they want to go straight to Solution Presentationand hope they get it right. This decreases the odds of success. Uncover Needs and Goals Together willshow you how to start with a hypothesis, then ask probing questions to uncover the reality of theprospect’s status quo in order to set you up to make the most compelling offer you can.

What will I learn?

After you complete this course, you will be able to:

  • Name the purpose and plays of the Needs Audit routine
  • Order the Need Audit queries
  • Ask probing discovery questions
  • Prepare a customized Needs Audit Play for a current or potential prospect
  • Build a hypothesis about a prospect's needs and likely solution

Download the syllabus

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