It is not at all uncommon for miscommunication to occur between salespeople and their prospective customers during typical selling situation. Of course, they don’t always KNOW they’re miscommunicating. Sometimes miscommunication occurs simply because of a difference in style, language or perception, or because neither party feels comfortable being completely open and honest. Confirming needs is the best way to eliminate this kind of miscommunication.

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

• Understand the need to clarify and confirm customer needs before presenting product or service solutions.
• Minimize the stress of poor communication by de-personalizing the issue and gaining greater understanding of how easy it is to miscommunicate.
• Develop the ability to “compress and synthesize” numerous interrelated customer needs into a few (3 or 4) CORE needs.
• Consistently utilize a formal needs confirmation process.

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