Needs Analysis in Sales Part 2 – Day 11 of the 28 Days to Better Selling

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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:

  1. Never sell during the needs analysis.
  2. Don’t finish the prospect’s sentences, allow them to explore solutions and challenges in their own context.
  3. Get permission to sell at the end of the needs analysis to maintain rapport and trust.
  4. Always get a commitment for the next step in the sales process.

28 Days to Better Selling Archive can be found here

May 28, 2009 · Filed Under * Sales Podcast, 28 days to better selling

Comments

  • http://www.salesbloggers.com/2009/06/resisting-the-urge-to-jump-in/ Resisting The Urge To Jump In

    [...] to recommend Shane’s podcast here, but in day 11 of the series Shane does go into depth about ‘Needs Analysis’ and a great discussion on question types and moving discussions [...]