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The Power of the Needs Assessment
Manage episode 407485246 series 3563082
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The Sales to CEO program takes you from sales all the way to dealer principal, this is training for all phases of the game. My whole focus is teaching, and coaching, to help you get to the #NextLevel.
In this podcast, we're talking about the Power of the Needs Assessment.
Psychology is such a huge piece, so I want you to pay attention to the words that I use because I want you to remember something. Words create pictures, pictures create emotions, and energy and action always follow thought. It's your responsibility to understand the words you choose, the tonality, the body language, how you deliver it is critical.
The first two steps, meet and greet, needs assessment. I know everyone takes these for granted, but they're critical and they're majorly important so I want to go over the needs assessment on how I believe you should do it and really accelerate, making sure you're in the right car.
Now with the need’s assessment, I could go on and on. We're not going to go on and on in this video. I'm going to get to the nuts and bolts of it. But remember the needs assessment is probably one of the most critical parts of the deal because if you're in the wrong car, you make no money number one. Number two, you're probably not going to make a deal if you're in the wrong car.
When you get to the close, you've got to be able to look at the consumer and say, "Mr. Johnson, did you or did you not say in the needs assessment this is what you needed, and here's where we're at?" You've got to have these questions that are already in your head... You've got to be thinking of the close in the need’s assessment. You've got to be that good.
If you want to get good at this game, if you want to master your craft, you're going to have to practice or rehearse. There's no secret sauce. You can see someone do pushups or you can do the pushups. This is part of the pushups you've got to do.
Be a student of life. Take notes. If you like what you just heard, do me a favor, connect with me. Like my channel, share it with a business associate, and if I can help you in any way, let me know so I can respond to you personally.
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