You want to start a needs analysis process with a prospect and find the prospect resists your attempts by telling you the following: "look, this simply just takes up time I do not have!" What would you do?
A)start to ask probing questions
B)continue with the process as you know best
C)keep the prospect happy and suggest the most popular product you sell
D)explain why you think a needs analysis process would benefit the prospect in the long term
E)tell the customer you need to do a needs analysis questionnaire before head office approves the order

Question

Quizplus · Accepted Answer

It is important to explain why the needs analysis process would benefit the prospect in the long term. This helps the prospect understand the value of the process and can motivate them to prioritize the time for it. Additionally, it shows that the salesperson is invested in the prospect's success and not just focused on making a sale.

You Want to Start a Needs Analysis Process with a Prospect