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