Uncovering “Need”

Course Description:

The main objective of this session is to help you understand the importance of uncovering need or being able to create a vision with a bias toward what your company does. By the time the session is over, you will understand what the Credibility WINdow™ is and how to use it, and “needs-based” questioning.

Course Duration: 17 minutes

Why “Uncovering “Need”” Matters:

One of the biggest keys to closing a higher percentage of deals than we have in the past is uncovering needs, matching your solution to that need, or creating a new vision, and then cost-justifying the decision.

Key Points:

  • The best salespeople whom I know are really great storytellers.
  • The four parts of the Credibility WINdow™ are introduction, reasons, goals, and results.
  • Don’t bad-mouth the competition; differentiate from the competition.
  • One of the ways to uncover need: Tell a great story, see if you get somebody to relate to that story, and then measure in.
  • Employee satisfaction drives customer satisfaction, customer satisfaction drives customer retention, and customer retention drives profitability and recurring revenue.

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