Lesson 8: Need Assessment

Question 1

Why do we use need assessment?

Answer 1

1. Essential for an effective sales process
2. Helps understand the customer’s requirements
3. Facilitates tailored solutions to meet those needs
4. Strengthens customer relationship

Question 2

Why do we use need assessments?

Answer 2

1. Ensures the sales team understands what the customer really wants/needs
2. Enables effective solution proposals that resonate with the customer
3. Enhances customer satifisication & loyalty
4. Supports data-driven decision-making
5. Better allocate company resources

Question 3

What are the different type of customer needs?

Answer 3

1. Expressed needs
2. Latent needs
3. Emerging needs

Question 4

Expressed needs

Answer 4

Needs that the customer has clearly communicated (Direct feedback from the customer, forms a basis of any sales proposal)

Question 5

Latent needs

Answer 5

Needs that exist but have not been said or fully recognizes by the customer

Question 6

Emerging Needs

Answer 6

Anticipated needs based on trends or predictive analysis, these are needs that the customer may not be aware of yet (Positions you as a proactive problem solver, strengthens customer loyalty, & builds long term relationships)

Question 7

Why is it important to identify customer pain points?

Answer 7

1. Crucial sales steps ( it allows you to align your solution with customer problems)
2. Understand challenges (can identify customer issues)
3. Spot hidden needs ( uncover latent needs)
4. Personalize solutions (tailor your product/service to address customer pain points)

Question 8

What are some techniques needed to identify customer pain points?

Answer 8

1. Research
2. Listen more, talk less
3. Ask the right questions
4. Observe & analyze

Question 9

What are some impact of identifying customer pain points?

Answer 9

1. Better sales proposals
2. Improved customer satisfaction
3. Increase sales success

Question 10

What are the two different types of value propositions?

Answer 10

1. Business value proposition
2. Personal value proposition

Question 11

Business value proposition

Answer 11

Outlines the unique value a product/service provides to customers & the benefits it has related to customer needs

Question 12

Personal value proposition

Answer 12

Highlights your unique combination of skills, experience, & personal qualities. Its also a way to communicate your worth & the benefits of partnering with/hiring you

Question 13

What are the different things involved in interpreting & analyzing customer responses?

Answer 13

1. Interpreting customer feedback
2. Analyzing responses
3. Data Synthesis

Question 14

What are the two strategies for data synthesis?

Answer 14

1. The 5 whys
2. SWOT Analysis

Question 15

The 5 whys

Answer 15

A technique that involves asking “why” successively to dig deeper into a problem or need with the goal of uncovering the root cause

Question 16

SWOTAnalysis

Answer 16

Strength, weakness, opportunities, threats

Question 17

How do you map a product to customer needs?

Answer 17

1. Aligning product features with needs ( make presentation highlight features that address customer needs)
2. Demonstrate value (show how your product solves customer problems & enhances their operations)
3. Creating a seamless bridge ( create a bridge between customer needs & your product (you product is the solution they were looking for)

Question 18

What would you say is the role of an SE?

Answer 18

Interpreting feedback & tailoring solutions to enhance customer stratification, loyalty, & sales success by bridging the gap between product offering & genuine customer needs