Identifying Objectives

Targeting your pitch to the customer’s needs is an essential part of selling. This course shows you how to discover the needs of each prospect and tailor your approach accordingly. The course outlines positioning your company to give customers a reason to discuss their objectives with you. You’ll learn about some of the common objective categories, how to identify the key players in a situation, how to ask effective questions and how to use active listening techniques to show that you are engaged.
The fourth module of the 8-part Systematic Selling series, this course takes approximately 50 minutes to complete. It uses a mix of interactive text, activities and audio narration to keep the information engaging and easy to absorb. It also offers a number of printable forms and checklists at the end to help you apply what you have learned to actual prospects.