Needs Discovery Flashcards
Significance of Clever Discovery Questions (4 points)
-Shows preparedness, dependability, dedication and expertise
-Actively involves client
The Needs Discover process helps make sale(s) more ___.
Efficiently!!!
What is a “Challenger Sales Model?”
A methodology that DEMANDS reps to talk about their prospect’s needs:
1. Solid understanding of industry
2. Control to learn further information
(Created 4 sales rep. profiles - research)
(ONLY work with top performers)
What does ADAPT (…Questioning System) stand for?
Assessment - Discovery - Activation - Projection - Transition»_space; using logic-based, funnelling-like questions.
What type of questions are fact gathering questions?
simple, but important
Probing questions…
dig deep into discussions
Evaluative questions…
uncover attitudes, opinions, preference they might not know they have
Tactical questions…
bring conversation back on topic
Reactive questions are…
BASED OFF of response from prospect
Problem-Resolution questions are…
when problems are brought up, ask if they want to resolve it.
Priority questions…
help identify the most relevant objective/challenge they’re looking solve.
Hypothetical questions…
question what happens if we don’t act and solve solution (loss, deficiency, stress) what happens if goal is achieved (profit, happiness)
Only offer proposals once…
you know EVERYTHING, all the desires, all their challenges, all their criteria, etc.
Only ask questions that …
benefit me or the buyer (with reason)
DO NOT ASK:
1) Questions easily found through research
2) Things you SHOULD know the answers to
3) Useless, time-wasting questions
4) Broad questions difficult to understand
5) Direct questions about what problems/struggles they have
