Needs Analysis:

The reason a customer calls on you is because they have a need for your product or service. When you are out in the field trying to generate business you have to provide a need. The need is the reason. Finding that reason to buy, filling that need is the quintessential purpose of sales itself. Without a need for your product, you don’t have a sale.

The best sales people find a way to create the need. Whether it’s to replace an existing service or supply a product that may be requested later, creating the need becomes critical if it cannot be identified in asking questions. This module is designed to show you not only how to identify a need that may be communicated, but also how to create a need.

For example, an inbound sales position, such as retail or call center, generally dictates that the customer is going to identify their needs early in the interaction. 

“I’m here to find a cordless screwdriver.” The need is exposed. It’s not enough to just lead them to a display, start pointing and say something like

“Here they are. This one is on sale. This one has a back up battery…” This is the epitome of being task oriented and letting your customer know you have better things to do.

Probing for specific needs is what truly identifies a need. “What kinds of work are thinking of doing?”

Now effective listening comes back into play and you analyze the specifics of the need. This then allows you to point out product specifics (features) and how it will work for their specific needs (benefit).  Asking, listening, analyzing, and feature and benefiting are how you gain commitment. This module details each step and demonstrates a flow of information that customer’s prefer.

If you’re in an outbound sales environment you need to know how to create a need.  For this example, we’ll use insurance.

“Mr. Smith I understand you have a policy with ABC Company. You mentioned you have been with them for several years, and you are content with their level of service. I asked you about any future plans and you mentioned that you were going to be a grandfather soon. Again congratulations, but I wanted to ask you, if I can offer the same price that you pay now, with slightly more coverage so that you have the ability to take care of those you leave behind, would that interest you?"

Successfully identifying and analyzing needs requires a concentrated effort in order to be successful in sales.  We show you how to feature & benefit, probe, listen, and create a need. Even if it’s just for the purpose of future sales, creating and identifying needs shows a customer that you have their interest in mind.

All of our Sales Training Modules include a standard GUI (Graphical User Interface) that offers easy to use navigation through your preferred web browser.  No software installation is required to use our products (however to open the included .pdf files will require the free version of Adobe Acrobat Reader, available here).

Included with this Sales Training Module:
• User Guide
• Printable handouts for following along
• Self Coaching Form(s)
• Reference Material(s)
• Slideshow including Audio

NOTE: Software installation is not required in most cases, see our Technical Overview for more information.