Episode 2.2 Needs Discovery Is Where Selling Really Begins

In this episode of Selling That Solves Problems, Dr. Derek, Becca Voss, and Grant Keller explain why needs discovery is one of the most important skills in professional selling. Students learn how to ask open-ended, closed-ended, follow-up, situation, problem, impact, and outcome questions; listen carefully; document customer needs in CRM; summarize what they heard; and avoid pitching before they understand the customer’s real problem, goals, timing, and decision criteria.