We often think of the needs analysis meeting as the beginning of the sales process, but, is it really? Today's buyers are complex. Their needs are perplex and they're hesitant to share information. When speaking with a prospect for the first time, you must ask the right questions. First, you have to know what questions to ask.
To conduct a great needs analysis meeting— one where the client is anxious to participate and is really open with information—there are two areas you need to work on before the meeting ever begins.