Identifying Needs


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 form of digital development, macrolearning promotes soft skills and sharpens personal profiles. For a holistic learning journey, PINKTUM Macrolearnings can also be combined with suitable compact Microlearnings.


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


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

Authoring tool



Animated illustrative videos
Enacted scenes
Transfer tasks
Key messages
Knowledge Check
Interactive elements
Moderated video lectures
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