CAP Selling (Caring About People) - Part II Assessing Client Needs

Topics:
Assessment
Tags:
Assessment,
Positive Results,
Sales,
Sales Strategy,
Telecommunications,
Voice
Source:
Positive Results

FREE Registration is required

Overview: This article discusses the importance of listening closely to actual words people use and their tone of voice. Tone of voice is very important; it tells the hidden meaning of what people are really thinking. There are four primary parts to the sales process. They are: Introduction -- rapport building, Needs, wants, and problems assessment, Alignment of solutions and closing. The focus of this article is on "Needs, Wants, and Problem Assessment" with an in-depth examination of the Needs portion of client assessment.

(Is this item miscategorized? Does it need more tags? Let us know.)

Format: PDF | Size: 47KB | Date: Jan 2003 | Pages: 3

People who downloaded this item also downloaded

White Paper The Art of Lean Thinking: Influencing the IT Culture
Tools & Templates Price Proposal Template
Tools & Templates Price Schedule
White Paper Pricing Strategy and Execution: an Overlooked Way to Increase Revenues and Profits
White Paper Help Your Customers Think Bigger: Increase Revenue and Profits by Cross-Selling and Up-Selling

Top results from Assessment

Case Study Solution Provider Uses Hosted Services to Secure a Significant Deal With Retail Giant
Download Oracle CRM on Demand eBook
White Paper Seven Tips for Profiting from Lean Times with CRM
White Paper Differentiate Your Company with Complete CRM
White Paper Selling through a Slump

» View all Assessment listings

advertisement
advertisement
  • Click Here
  • Click Here
  • Click Here
advertisement

Returning users: Log In Here!

Already registered on BNET, TechRepublic, or ZDNet? Simply log in.

Free Membership: Sign Up Now!

Sign up for a free membership today and get instant and unlimited access to one of the largest databases of white papers, webcasts, and casestudies anywhere. Your FREE membership allows you to:

  • Download an unlimited amount of content, including classic and current white papers, case studies, webcasts and more
  • Track content on your chosen topics of interest
  • Receive targeted email alerts when your favorite content is added
  • Save content for future reading
  • Receive our member newsletter

When you register to access this directory, you become a member of BNET. In addition, you allow us to share your information with companies that produce products or services featured in the library--so that such companies may contact you with information and offers regarding their products and services. This enables us to keep the library a free service. As a directory registrant, you will receive a complimentary subscription to the BNET member newsletter, The BNET Report. You can unsubscribe from this newsletter at any time. By clicking the Sign up button, you indicate that you agree to our Terms and Conditions and have read and understand our Privacy Policy (updated).