Yesterday we focused on how to construct a client needs analysis questionnaire. Today’s lesson is focused on how to conduct a needs analysis effectively.
The core take-aways for this lesson are:
- Never sell during the needs analysis.
- Don’t finish the prospect’s sentences, allow them to explore solutions and challenges in their own context.
- Get permission to sell at the end of the needs analysis to maintain rapport and trust.
- Always get a commitment for the next step in the sales process.