Needs Analysis Selling | Video Podcast
Four tips on conducting an effective client needs analysis an important process for people in long-sales-cycle selling or complex sales. (Related video The Importance of Listening in Sales)
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I am not sure what kind of feedback you’d be looking for, Shane, but the video is good. Although I wonder if you could make the transition to tip 2 a bit smoother.
Actually I love the video from 1.25 to 3.40 very much, as it shows you talking AND the Power Point. Sometimes I want to see the Power Point as I see the speaker, so it worked great.
Maybe try to do the presentation in black background with white text?
Overall, I loved the presentation and the tips were really great. The audience looked very engaged.
Great video Shane,
These are great tips! Especially the point about never pitching during the needs analysis meeting ~ something you taught me years ago.
I sell a highly customized service and I want my clients to know I have been listening to everything they say during the meeting. I capture the major points and analyze the info to come up with a few solutions that I incorporate into my proposal. I have a very high close rate using this approach!