Uncover Needs and Goals Together
Most sales people feel pressured to skip Needs Audit; they want to go straight to Solution Presentation
and hope they get it right. This decreases the odds of success. Uncover Needs and Goals Together will
show you how to start with a hypothesis, then ask probing questions to uncover the reality of the
prospect’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