From the course: Sales: Practical Techniques
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Finding out their needs
- The diagnosis, or identifying of needs follows on nicely from the building of relationships, really because it's all about questioning. So if you've been asking them about how they're getting on, how their business is doing, et cetera you're probably going to start to uncover some needs anyway. So the open questions, the questioning funnel, are what it's all about. I personally find that, I can't resist talking about what I could do for them, and I find it very tempting to go on to how great my product is. And I really have to make an effort to ask them questions first. And I've got a couple of ways to do that. And one of the ways is that I have a standard list of reasons why they might want to do training. So, what you can do is say to them I've got a list here of some of the reasons why you might want to do it. Is one of those yours? And then if they say, well yeah, actually we are having a bit of trouble with let's say turnover of staff or something. You can say okay, well tell…
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