Congratulations. You've conducted a needs analysis meeting and discovered a need. But, is that good enough? How many needs did you uncover? Surely a serious conversation with a prospect about current challenges, unrealized opportunities, hassles, and trends would uncover multiple needs.
If your needs analysis only turns up one or two needs, it may be an indication that you did not go deep enough with your questions, or perhaps you jumped at the very first need the prospect revealed.
Remember, great needs analysis meetings are designed to reveal a number of meaty issues that are keeping the prospect awake at night. If not, it’s time to dig a little deeper.
If you impressed the prospect by uncovering a need to boost sales volume for an upcoming event, just think how impressed the prospect will be when you probe deeper to find out what is really on his mind these days -- like that new competitor opening in four months right across the street!
If you're a sales manager…
Here's one tip that will lead to an immediate improvement in sales performance. Why not have your people write down the needs they uncovered during their last needs analysis? See how many needs they found. One or two indicates they probably didn't go deep enough. Have them plan some follow up questions to probe a little deeper with that prospect.
How do you determine if you've had a "successful" needs analysis call? How do you know if you've asked the right questions to get to the root of the client or prospect's business problems?