This online course provides students an overview of identifying the needs of a new client in the sales process. Are you asking the right questions to identify your clients’ needs? This course focuses on the art of active listening and effective questioning in order to identify those needs. After taking this course students should be able to discuss open-ended and close-ended questions and identify the difference between the two. Students will also be able to identify the six principles of selling.
- The meaning of the Identifying Needs stage and its purpose
- The two critical skills used in Identifying Needs: Active Listening and Effective Questioning
- The difference between open ended and close ended questions and the purpose of each
- The purpose of qualifying a customer and how it is treated in residential versus commercial situations
What to expect in this course: The presentation includes text, audio, graphics, videos and activities to help you absorb the information presented. This course has a short quiz at the end, which you will be required to pass with a 80% or greater to complete the course.