Needs Assessment

Submitted by Mitch Seigel on Tue, 4/09/2013

It seems like such a waste of time to stop selling and actually listen to your customer to find out their needs. I mean if you avoid doing needs assessments, you could undoubtedly be in front of two to three times as many prospects, which will result in many more opportunities to close a sale.

Asking questions of your customers only gets them irritated. The more you ask, the more irritated they get. And if you ask questions that they feel is about confidential information, look out, you may even get booted out of their business!

Being organized about your approach to your prospect only throws them off. They really want you to lay out what you have for sale and give them the price. It would be better for you to make many more copies of your contracts than the needs assessment form you either devised or had given to you by your boss.

And why attach the benefits of your products or services to their needs. They don’t believe what you say anyway. You might as well just sell them things that you need to get rid of-old inventory or items that can make you lots of commission. Imagine all the sales you could get if you only didn’t pay any attention to your customer.

It’s never too late for an April Fool’s Joke! J

What are your challenges when it comes to conducting a needs assessment? I look forward to hearing your comments. Until next time…