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 aim during the diagnosis stage of the sales process?

Describe the types of questions used to understand a prospect's needs.

How can you confirm your understanding of a prospect's needs?

What is the significance of taking notes during the sales process?

Explain the SPIN selling process and its components.

What are the implications of not resolving a prospect's problem?

What is a pre-close question and why is it important?