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.
Overview
COURSE DIFFICULTY
COURSE DURATION
7m
Skills Learned
After completing this online training course, students will be able to:
Identify Customer Needs Through Effective Questioning
Analyze and Prioritize Prospect Requirements
Develop Tailored Solutions Based on Client Feedback
Demonstrate the Value of Solutions to Prospects
Build Stronger Relationships with Potential Clients
Sales Professionals, Business Development Representatives, Account Managers, Marketing Specialists
Basic Sales Knowledge, Familiarity with CRM Tools
01. Understanding the Sales Process
02. Techniques for Effective Communication
03. Strategies for Identifying Needs
04. Crafting Customized Solutions
05. Building Rapport with Prospects
SKILLS LEARNED
Skills Learned
After completing this online training course, students will be able to:
Identify Customer Needs Through Effective Questioning
Analyze and Prioritize Prospect Requirements
Develop Tailored Solutions Based on Client Feedback
Demonstrate the Value of Solutions to Prospects
Build Stronger Relationships with Potential Clients
WHO SHOULD ATTEND
Sales Professionals, Business Development Representatives, Account Managers, Marketing Specialists
PREREQUISITES
Basic Sales Knowledge, Familiarity with CRM Tools
COURSE OUTLINE
01. Understanding the Sales Process
02. Techniques for Effective Communication
03. Strategies for Identifying Needs
04. Crafting Customized Solutions
05. Building Rapport with Prospects
