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The Center for Sales Strategy Blog

2014: A Year in Review | Part Five: Needs Analysis


As 2014 comes to a close, we like to take a minute and reflect on the posts that resonated the most this year. Here's a year in review of our most popular posts regarding needs analysis. 

A Silver Bullet Needs Analysis Question

Having a solid needs analysis that uncovers your clients needs is important. Don't forget to ask the question - What else should we be talking about?

Where to Find Great Needs Analysis Questions in Preparation for an Appointment

Most sellers understand that the goal of the needs analysis meeting is to uncover an urgent need that they can help solve; and then leave with an assignment. In order to accomplish this, you must ask great questions.

5 Greatest Needs Analysis Questions You Can Ask Any Prospect. Not.

Spoiler alert: there's not a list of "greatest needs analysis" questions you can ask any prospect. Here's what to do instead.

What Prepping for a Needs Analysis Meeting Means Today

Before you ask for an hour of a target account’s time in a needs analysis meeting, be prepared to give them an hour or two of yours.

It Pays to be Smart: Finding a Valid Business Reason to Connect

Here's a story about the time a salesperson did something really smart: came up with a very compelling Valid Business Reason that resulted in a sale.

Those were our best posts about the needs analysis process. What stood out to you?

In case you missed the previous editions:

Part One: Online Communication

Part Two: Interviewing and Hiring

Part Three: Sales Talent and Communication

Part Four: Inbound Marketing

hourglass needs analysis  


Topics: Wrap-up