Sales Toolkit: Identifying Prospect Needs

Welcome to the “Sales Toolkit: Identifying Prospect Needs” video lesson intended to help learners gain key information for connecting their offerings to a prospect’s challenges and opportunities. This video lesson is part of the “Sales Toolkit,” which provides tools for successfully navigating the sales process. Throughout this lesson, learners will become familiar with critical steps for uncovering a prospect’s needs—even if they’re reluctant to open up about problems they’re facing. Viewers will also learn how to segment needs based on five broad categories.