Needs assessment
Participants will learn more about one of the most desired skills in a salesperson’s job – the ability to know a customer’s real needs and expectations.
Participants will learn more about one of the most desired skills in a salesperson’s job – the ability to know a customer’s real needs and expectations. During a mini-lecture they will recall the differences between closed and open questions. Then, depending on the chosen sales model, they will learn the SPIN question sequence or advanced question types and practice them using real and crafted examples from their work. Finally, they will learn how to use the information gained during the needs assessment in the subsequent stages of sales, and how to arouse customer involvement and prepare to present benefits that meet their needs.
Knowledge
- models of needs assessment
- communicating intentions
- advanced question types (transactional selling)
- SPIN question methodology (consultative selling)
- creating commitment
Results
- participants are aware of the importance of researching needs and adapting the offer to the customer’s situation,
- participants know the ways of researching needs depending on the type of sale (transactional, consultative),
- participants know the most effective types of questions,
- participants know the sequence of SPIN questions (consultative selling).
Training methods
Participants will work both individually and in teams using worksheets, discussions, and gamified exercises.
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