Part 2 - TALK TO ME: Getting Your Prospects and Clients to Tell You What They Really Need
It’s important to know what your client really needs and then be able to give it to them. Gibson calls this “needs analysis selling” and it’s the art and science of asking the right questions. Join speaker Shane Gibson as he discusses:
· Methods for developing strong rapport; instantly
· How to go from product peddler to trusted advisor
· Why you absolutely, positively need a formal sales process
· The six key attributes of a successful needs analysis and how it can add big value
· How to use the needs analysis in person or over the phone to gain the edge over your competitors