<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=585972928235617&amp;ev=PageView&amp;noscript=1">

The Center for Sales Strategy Blog

How to Ask Better Needs Analysis Questions

 

How to Ask Better Needs Analysis Questions

Have you ever set a goal for yourself to run a race?

Whatever the motivation, you decided to do it. It may have been on a whim, but nonetheless, you realized there was more to it than showing up the morning of the race and running. You probably found a race that suited your ability, recruited a friend to join you in the adventure, set a training schedule, and off you went.

By no means did you show up for registration the morning of with no prep at all. Well, I hope not anyway. If you did, it probably didn’t go as well as you would have liked. You may have looked back and asked yourself what you could have done differently to change the outcome. I’m guessing the answer is, almost always, more training, so you were better prepared.

Topics: Needs Analysis

Improving Sales Performance: Requests Usually Mask True Needs

Improving Sales Performance Requests Usually Mask True Needs

Can you believe that a third of adults have distanced themselves from people because of a misunderstanding in text communication?

Even with verbal communication, it's not hard to see how this could also be common in business. Simply put, communication is the foundation of successful sales. It's also your best tool for figuring out a client's needs.

Are you wondering what to do when requests mask a client's true needs? Keep reading to learn all about how to improve sales performance.

Topics: Needs Analysis sales performance

Selling Something? When in Doubt, Ask a Question.

When in Doubt, Ask a Question

What is the best way is to start a conversation? Ask the other person a question. 

We learn by asking questions.

Smart business people never stop asking questions. Your prospect probably forms their opinion about you based more on what you ask them, than on what you tell them.

“Judge a man by his questions rather than his answers” - Voltaire

Topics: Needs Analysis prospecting

5 Ways to Show a New Business Prospect You Care

show a new prospect you careThe things you do are often more powerful than the things you say. 

New business prospects are more likely to increase their engagement level when they know a seller truly cares about them and their business. Think about your own buying habits—are you more likely to do business with someone who cares about you compared to a slick talking salesperson who only cares about making a sale? 

Topics: Needs Analysis sales strategy prospecting

Does Your Sales Strategy Include Surprising Your Prospects?

Does Your Sales Strategy Include Surprising Your Prospects

Imagine this.

You go to make a big purchase or do a major renovation such as a kitchen remodel. It's something you've been saving for now for quite some time. You've conducted exhaustive research on the colors you want, the styles you like, and the decorations you want to include. You've even made a visual board for ideas.

The time comes to get estimates and timelines from contractors. You go with the rule of 3’s for estimates, and after meeting with them, you finally make the decision. You understand that there will be a payment due upfront, and you agree to those terms.

The work finally starts, and surprise, there are costs that should have been included in the estimate that wasn’t. You feel trapped and frustrated.

Topics: business development Needs Analysis sales strategy

International Super Spy: Selling Techniques from a Veteran Salesperson

International Super Spy

If you have kids or watch a lot of Tik-Tok, you're familiar with the Backyardigans song 'International Super Spy'.

It's a catchy little tune that will not get out of your head. As silly as the song is, it reminds us that part of your job as a salesperson is to be a spy. No, not a real spy, but one that targets prospects and does some sleuthing to uncover inside information before your first Discover meeting.

The Discover meeting is the most important meeting you will ever have with any client, ever! If improving sales performance is important, read on!

Topics: Needs Analysis sales strategy Sales

Don't Do It! Stop Pitching and Start Asking!

Stop Pitching and Start Asking

Don't do it. I know you want to do it, but you can't.

Seriously!  STOP IT!

"Do what" you innocently ask?

Pitching your product or service in your first meeting with a new client.

"But…but…but," I can already hear your excuses. 

"We are SALES people!  We are supposed to SELL!" 

Technically, yes, you are "supposed" to sell, but not yet! 

Be patient.  Follow the process.  Trust the process.  We have to slow down the sales process so that we can speed up the sale!

Topics: Needs Analysis sales process

Blue Pill Red Pill in the Needs Analysis

Blue Pill Red Pill

Your biggest competition in B2B sales can be what might be described as the comfort of the blue pill, as made famous in the Matrix series.

In the movie, Morpheus, describes the blue pill as waking up in your bed and believing whatever you want to believe.

There's a natural desire for prospects to want to believe things are good and have a preference for doing nothing. At least nothing in relation to your product or service.

The blue pill and red pill choice that Morpheus gives Neo in the Matrix comes into play in sales when you have insights. The red pill is one that may prompt the prospect to make changes in their status quo. It’s a choice the client must make for themselves, but your approach will have a great influence on that choice.

Topics: Needs Analysis

Sales Strategy: How Preparation Speeds Up the Sales Process

Sales Strategy How Preparation Speeds Up the Sales Process

New business efforts are full steam ahead!

As we help execute new business sales drives for different sales organizations from all over the country, we're uncovering a significant difference between how management feels this should be accomplished versus the salespeople charged with generating the revenue.

Topics: Needs Analysis sales strategy sales process

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

needs analysis questionsPerhaps you got excited when you read the first part of the headline.

I got excited too, wishing there was a list of “magical” questions that could be asked of any prospect with a great result. The problem is, such a list does not exist.

Sorry to burst your bubble.  

Topics: Needs Analysis Sales sales process prospecting