Monday, May 6, 2013

Brett Siler's Needs Analysis

What Is Needs Analysis?
The process of using questions until you know exactly why a future customer will buy.

Why Is It Necessary?

  • To qualify a future customer
  • To understand the business reason they will buy from you
Common Mistakes
  • Asking too many 1st level questions
  • Skipping question levels
  • Closing too soon
Three Keys To Success
  1. Use all three types of questions to build the hot button
  2. Keep 1st level questions short
  3. Use open-ended questions to find needs; close-ended questions to confirm needs
How Do You Handle The Needs Analysis?
  • Familiarize (1st level)
  • Find Needs (open-ended)
  • Confirm Needs (close-ended) 

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