Effective Questioning Techniques to Understand the Customer’s Needs

Simply selling a product without understanding your client’s needs will often lead to buyer’s remorse. This session not only shows you how to build a set of questions to understand your prospect’s needs; it equips salespeople with stronger methods of helping your clients understand value in their problems; facilitating your ability to connect your solutions to their needs.

Objective

During this session you will learn how to build a set of questions to understand your clients needs, learn how to help your clients understand value in their problems giving you the ability to connect your solutions to their needs. 
To evaluate existing need find structures and consider additional techniques that can support the client journey ongoing.

Agenda: 

• Questioning Techniques using Different Types of Questions.
• Positive and Negative Consequence Questions
• Establishing Needs.
• Structure of Need Finding