How to Ask Questions to Understand the Needs of Prospects

Prospects do not buy from a salesperson because they demonstrate prproductionoduct knowledge or persuasion skills. No! Prospects buy when they are convinced that the salesperson understand their needs and challenges. In a competitive business landscape, the ability to strategically engage prospects and comprehend their unique needs is a critical skill that distinguishes successful sales professionals. Effective sales engagement goes beyond simply pitching a product or service; it’s about building meaningful relationships and understanding the unique needs of each prospect.

This module is designed to equip sales professionals with the strategies and techniques needed to engage prospects in a strategic and empathetic manner. Participants will learn how to uncover valuable insights, address pain points, and position their offerings as solution.

Learning Outcome

• Elevate your dialogue with prospects and customers from a product conversation to a strategic business discussion and match your capabilities to your prospects’ and customers’ business goals and problems.

• Develop the skills for presenting self as a financial advisor focused on helping customers move their business from its current position to where it can potentially be.

• Help prospects and customers understand their current business situations, the problems and challenges affecting performance, the impact of those challenges and their need for the solutions offered by your company.

• Gain the confidence and trust of prospects and customers by presenting self as a subject matter expert, business advisor and partner.

• Demonstrate the key behaviours used by effective advisors in your verbal interactions with prospects and customers.

• Have a framework for engaging prospects and customers in terms of these behaviours.

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Frequently Asked Questions

How long do I have access to the course materials?

You can view and review the lecture materials indefinitely, like an on-demand channel.

Can I take my courses with me wherever I go?

Definitely! If you have an internet connection, courses on Udemy are available on any device at any time. If you don’t have an internet connection, some instructors also let their students download course lectures. That’s up to the instructor though, so make sure you get on their good side!