Conducting an Effective Analysis

In today's sales environment, it’s more important than ever for salespeople to be able to provide value and to avoid the “commodity trap” in order to separate themselves from the competition. This lesson provides the key components to conducting an effective analysis that leads to understanding customer impacts. These impacts can then be addressed through your product or service in order to provide value. Topics covered include:

  • What an analysis is and why it is important?
  • How to prepare to conduct an effective analysis
  • The different types of impacts and why people buy
  • Important questions to ask in order to develop impacts
  • How to position your solutions presentation based on the information you obtained during the analysis