The Needs Analysis Tool GUARANTEED To Get More (and Better) Information From Prospects

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Most needs analysis discussions feel like an episode of Law & Order with the prospect under the spotlight. Listen to this Sales Management Minute episode to learn a tool that will change this dynamic of your needs analysis meetings.

We send salespeople off to identify solutions to the problems that prospects face. The needs analysis discussion is a rapid firing of questions where the only thing missing in the interrogation is “Where were you on the night of October 15?”

As a sales manager watching this, you see the body language of the buying players become more and more closed…and little information is shared. How can salespeople create solutions to problems?

What’s missing is insulators? Insulators are question softeners that can be used either before or after a needs analysis question. What if before asking a needs analysis question, the sales person began with… “I’m not quite sure how to phrase this…” or “just out of curiousity… “

Or following a question, the sales person finished with “the reason I ask you this is…”

The one goal that every needs analysis meeting should have is to create an environment where prospects feel comfortable being open and honest with you. Using insulators help you accomplish this goal.

See you next time on the Sales Management Minute.

AUTHOR: LEE B. SALZ

Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.