Home > Business Development & Sales > Questions you need to ask during your needs analysis

Questions you need to ask during your needs analysis

November 7, 2009 Leave a comment Go to comments

To help you close more deals and build lasting profitable customer relationships, try asking some of the following questions during your needs analysis:

1. Identify the intellectual problem with a lead-in question.

  • What makes you think…?
  • How do you select…?
  • What’s most important to you about…?
  • Where do you see…?
  • How have you employed…?
  • What has been your experience with…?

2. Develop an intellectual awareness about this problem.

  • Can you tell me more about it?
  • Could you be more specific?
  • How long have you had this concern?
  • What have you done to address it?
  • How did that work out?

3. Identify the specific business impact of this problem.

  • How has this problem impacted your organization?
  • If you had to guess, what do you think this problem is costing your department / company / business / etc?
  • What will happen if this problem continues?

4. Get emotional! Identify the specific personal impact of this problem.

  • What impact does this problem have on your job / your staff?
  • How important is this to you personally?
  • What will happen if you don’t find a solution to this problem?
  • Why is it so important?

Remember: your success is directly determined by the way you are perceived, and the amount of effort you put into your career. Changing any of those variables will have a huge impact on whether you succeed or fail.

After all, in good times or in bad, the type of sales person you choose to be is 100% up to you.

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