Most sales people feel pressured to skip Needs Audit; they want to go straight to Solution Presentation and hope they get it right. This decreases the odds of success. Uncover Needs and Goals Together will show you how to start with a hypothesis, then ask probing questions to uncover the reality of the prospect’s status quo in order to set you up to make the most compelling offer you can.

Duration: Approximately 10 min

Objectives
After you complete this course, you will be able to:
• Name the purpose and plays of the Needs Audit routine
• Order the Need Audit queries
• Ask probing discovery questions
• Prepare a customized Needs Audit Play for a current or potential prospect
• Build a hypothesis about a prospect's needs and likely solution