Selling Solutions: Identifying Prospect Needs

Welcome to “Selling Solutions: Identifying Prospect Needs,” a video lesson that describes how to use critical thinking and questioning techniques to drill down on a prospect’s problems and opportunities. This lesson is the first of three in the “Selling Solutions” video course, which highlights that great salespeople don’t sell—they solve. In this lesson, viewers will learn how to conduct a needs analysis in order to understand a prospect’s needs and to discover what they look for in companies they do business with.