Identifying Needs

macrolearning

A needs analysis forms the basis for every sales conversation. In order to determine the demand, having knowledge of proven questioning techniques is important. Focusing on the easy-to-learn and highly-effective PPF Method, asking the right questions is exactly where this online training comes in. After asking questions about the present, the salesperson asks the customer questions about the past, and then uses future questions to further specify the need.

What is a macrolearning?

Comprehensive soft skills training for in-depth personal development. Macrolearning is a classic elearning course with a completion time of approximately 50 minutes. As a particularly intensive formof digital development, macrolearning promotes soft skills and sharpens personal profiles. For aholistic learning journey, PINKTUM Macrolearnings can also be combined with suitable compactMicrolearnings.

Teaser

Target group

  • Salespeople

  • Sales Staff

  • Field Sales Representatives

  • key Account Managers

  • Inside Sales

Learning objectives

  • Learning how important identifying needs is for the sales process

  • Determining customer needs in a targeted manner

  • Categorizing questions and learning how to use them to determine requirements

  • Identifying requirements that are individually tailored to a specific practice

  • Understanding customer needs through active listening

Competencies

Identifying needs
Providing clarity
Analyzing situations
Showing caution
Focusing on customer satisfaction

Authoring tool

Rise

Methods

Animated illustrative videos
Enacted scenes
Transfer tasks
Key messages
Knowledge Check
Interactive elements
Moderated video lectures
These macrolearnings may also interest you
Strategisches Verkaufen – Die strategische Kundenentwicklung
macrolearningStrategic Sales—Strategic Customer Development
Abschlüsse erzielen
macrolearningClosing the Sale
Beziehung aufbauen im Verkauf
macrolearningBuilding Relationships in Sales
New e-trainings at PINKTUM
Lernen fördern – Eine Lernkultur im Team etablieren
macrolearningPromoting learning - establishing a learning culture in the team
Mental Health: Achtsam handeln im Arbeitsalltag
macrolearningMental Health: Being Mindful in Your Daily Work Routine
Probleme lösen – Von der Analyse bis zur Umsetzung
macrolearningEffective Problem-Solving—Strategies for Identifying and Solving Issues