Sales and Service
Identifying Customer Needs: A Guide for Sales
Course description
Today, we’re going to talk about identifying customer needs. This is one of the most important parts of the sales process. If you don’t properly identify needs, it will be hard or impossible to make the sale.
How effectively you are able to identify customer needs has a direct impact on your success as a salesperson. The better you are, the quicker you will be able to zero in on exactly what customers need and want. And once you’re there, you can match those needs and wants to products and services that will fulfill the customer’s requirements and desires.
Course Duration: 15 min
Learning objectives:
At the completion of this course, the participant will be able to:- Understand the difference between needs and wants
- Recognize different types of needs
- Identify key decisions customers make during the sale
- Focus your presentation
- Ask the right questions
- Identify hidden or unmet needs and wants