You Want to Start a Needs Analysis Process with a Prospect

question 117

Multiple Choice

You want to start a needs analysis process with a prospect and find the prospect resists your attempts by telling you the following: "look, this simply just takes up time I do not have!" What would you do?

• A)start to ask probing questions
• B)continue with the process as you know best
• C)keep the prospect happy and suggest the most popular product you sell
• D)explain why you think a needs analysis process would benefit the prospect in the long term
• E)tell the customer you need to do a needs analysis questionnaire before head office approves the order

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Definitions:

Persuasion

The act or process of convincing someone to do or believe something through reasoning or argument.

Social Influence

The effect that the words, actions, or mere presence of other people have on our thoughts, feelings, attitudes, or behavior.

Cognitive Dissonance

A psychological phenomenon where an individual experiences discomfort resulting from conflicting beliefs, behaviors, or attitudes.

Reality TV

A television programming genre that documents unscripted situations and actual occurrences, often featuring a cast of ordinary people instead of professional actors.