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