Needs Analysis Selling (Module 13)
Needs Analysis Selling can include a simple, “Driving Analysis” card with three questions used in an automobile dealership showroom to a 20 page marketing questionnaire utilized by an advertising salesperson. This is a more formal approach to gathering information and asking questions. It is about how to develop the right questions and the best way to ask them. The more valuable and ‘right’ information you gather from the client, the easier it is to finalise the business.
Upon completion the students will be able to:
See value in taking an ‘ask and listen’ approach to selling
Pick out the 20% of questions that will give 80% of the information needed from a client
Design a questioning approach that makes the other person feel comfortable
Design a Needs Analysis Questionnaire