Just about every sales book ever written preaches about the importance of needs analysis questioning. The challenge that salespeople face is determining which questions to ask. By my estimation, there ...

(By Loyd Ford) Whether you have used one for decades or maybe it’s new to you or your team, having and using a strong customer needs analysis is key to building relationships and being a problem ...

I once had a customer say to me "A salesman is a guy who tries to get me to buy something I don't want and then talks me into paying too much for it." I told him that if that was my definition of ...

Identify needs, which may include the learning context and audience. How do you get there? Start with writing goals and learning objectives, then focus on assessments, learning activities, and ...