2. Needs Analysis Going Beyond Qualifying Presented by Don Cooper The Sales Heretic™ Needs Analysis Going Beyond Qualifying Presented by Don Cooper The Sales Heretic™

3. The Value of Questions  Understand wants and needs  Reveal hidden criteria  Uncover opportunities  Shorten your presentation  Ensure the right purchase

4. Three Kinds of Prospects 1.Know exactly what they want 2.Think they know what they want, but they’re wrong 3.Have no idea what they want

5. Five Kinds of Questions 1.Introductory Questions 2.Experience Questions 3.Use Questions 4.Criteria Questions 5.Finishing Questions

6. Introductory Questions 1.How much time do you have right now? 2.What are you looking for in a boat? 3.Who else needs to be involved in making the decision? 4.What’s most important to you in a boat?

7. End of Part 1 Complete the quiz that follows, then proceed to Part 2. End of Part 1 Complete the quiz that follows, then proceed to Part 2.