Diagnosis: Diagnosing the Customer's Need [Sales Process Part 5 of 9]

The video tutorial explains the sales process, focusing on diagnosing prospect needs through questioning techniques. It emphasizes the importance of active listening and note-taking to value the prospect's input. The SPIN selling process is introduced, detailing its four stages: Situation, Problem, Implications, and Need. The tutorial concludes with the concept of a pre-close to secure a prospect's interest.

What is the primary goal of the diagnosis step in the sales process?

• To offer discounts

• To close the sale immediately

• To finalize the contract

• To understand the prospect's needs and priorities

Which type of question should you start with in the questioning technique?

• Broad, open questions

• Probing questions

• Hypothetical questions

• Closed questions

What is the purpose of probing questions in the sales process?

• To finalize the sale

• To explore the prospect's answers in detail

• To offer a discount

• To end the conversation

Why is it important to take notes during the sales process?

• To remember the prospect's name

• To calculate the total cost

• To show that you value what the prospect is saying

• To prepare for the next meeting

What does the 'S' in SPIN selling stand for?

• Situation

• Solution

• Sales

• Strategy

In the SPIN selling process, what is the purpose of asking about implications?

• To increase pressure on the prospect

• To understand the prospect's budget

• To offer a discount

• To finalize the sale

What is a pre-close in the sales process?

• A discount offer

• A final agreement

• A question to gauge interest in a solution

• A contract signing