How to Use a Four-Step Selling Process to Assess Your Prospect’s Needs — Part #2
What Every Successful Sales Professional Needs to Know
Everything you need to know about selling in a tidy package, from prospecting to presenting to closing the deal
“In sales you don’t have to wait for things to happen; you can make things happen.”
“Asking Questions”
Conducting a needs analysis requires you to ask questions. Pose questions that are designed to elicit the prospect’s feelings, thoughts and emotions. Understand that people make purchases based on emotions and then rationalize their purchases with logic. For instance, after you make a presentation based on savings, ask questions such as, “Are you interested in saving money” or “Can you see where our product would save you money?”
To get the information you seek during a needs analysis, ask “open-door, closed-door and yes-or-no questions.” Open-door questions allow the prospect to answer any way he or she prefers. “What is the most exciting aspect of your job?” and “How do you see your responsibilities changing in the next five years?” are open-door questions. Closed-door questions such as, “How does your division compare in size to the other divisions…
