Five Stage Selling - Three

Stage Three – Needs Analysis

This is all about identifying the needs of the customer and finding out exactly what will add value to the business and what you have that is available to them. Again like visiting the doctor it is key that a thorough diagnosis is achieved. At this stage questioning is key and the purpose of questioning is to discover the strongest or unique angle from which to make a pitch. It may be obvious to the seller and buyer, or not obvious to either, in which case questioning expertise is critical. Good questioning also builds relationships, trust, and rapport - nobody wants to buy anything from a sales person who is only interested in their own product, service or company - we all want to buy from somebody who gives the time and skill to interpreting and properly meeting our own personal needs. By using effective questioning to uncover needs and create advantage can only enhance a sales pitch and make the customer feel understood and valued.

Originally Posted by Salecanon At this stage questioning is key and the purpose of questioning is to discover the strongest or unique angle from which to make a pitch. It may be obvious to the seller and buyer, or not obvious to either, in which case questioning expertise is critical. Good questioning also builds relationships, trust, and rapport - nobody wants to buy anything from a sales person who is only interested in their own product, service or company - we all want to buy from somebody who gives the time and skill to interpreting and properly meeting our own personal needs. By using effective questioning to uncover needs and create advantage can only enhance a sales pitch and make the customer feel understood and valued.

What type of questions do you recommend?

Great post Mark - This is porbably the most exciting out of our threads in this stage of selling - the sales team now get to step up and use their each individual ability to ensure that the outcome they want is achieve by questioning in a way the the propect is heading in that way.