HA405 : The Class : Presentation : Need Discovery : Synthesis Question |
To complete this assignment successfully, you should:
PHASE 3, STEP # 5, TOPIC 1 - Pre-Approach Planning
& Customer Need Discovery
This synthesis question asks you to comment on two major areas: (a) Planning for the face-to-face "presentation" to the customer and (b) why discovering the customer's needs is the key to a successful sale.
You need to know about the steps of the selling process. This is necessary so that you have a guide or map to the order of presenting your product solution to the customer's needs.
Since consultative selling will only be successful if you accurately match the correct product/service benefits with the most important customer needs, then you need to have a very clear picture of what those customer needs are. As a metaphor, the salesperson is a doctor. The doctor (salesperson) first clearly understands the patients illness (needs) and then prescribes the correct medicine (product/service benefits).
Successful consultative salespeople FULLY PREPARE A
PRESENTATION PLAN BEFORE they visit with a prospective customer.
Send E-mail to Richard G McNeill Ed.D., CHME
or call (520) 523-1713
Copyright © 1999
Northern Arizona University
ALL RIGHTS RESERVED