Before any offer is made by a salesperson, they have to do an analysis of the the prospect's needs. Needs analysis is learning about what the client needs and what their options, priorities and expectations are. Based on these findings, the salesperson must then adjust their proposal to each prospect. What are the basic four questions a needs analysis should revolve around?
This text is based on a LinkedIn Pulse article.
Who takes part in the decision process on the client's side?
Know what the buying process in the prospect's company is. Is the prospect the only person that decides whether the deal happens or not? Who are all the decision-makers, what are their priorities? You have to have a clear idea about how the buying process works.
What is the client's budget?
Another essential question that the salesperson should answer using a needs analysis is the question of the customer's budget. This doesn't just refer to the money that the customer is willing to spend on the product, but it also refers to the genuine financing possibilities of the customer you can use to negotiate the final price.
Is there a match between the needs of the client and the product?
In many cases, the person who is purchasing will not be the user (or the only user) of the product. Who will use it? Are there any differences between the needs and expectations of the buyer and the user?
What is the time frame?
Even though it's mostly the salesperson who decides what the schedule of the buying process is and who suggests the next steps, many people, and especially companies, have their own internal rules and habits that make the buyer follow a certain system and time schedule. If that is the case, you must know this schedule.
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