While it is critically important for a consultative salesperson to have a deep understanding of the prospect’s tactical needs for specific products and/or services, a salesperson can deliver a much more powerful presentation if it also addresses STRATEGIC needs as well.

At the conclusion of this course, participants will be able to:

• Understand the difference between tactical and strategic customer needs.
• Identify the most common strategic needs their customers typically have.
• Learn to craft skillfully-phrased questions that will bring out strategic customer needs, if they exist.
• Integrate strategic questions into their regular needs-identification process.

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