I just finished a 2-day needs assessment class with several dealers. I always appreciate the night-and-day change in sentiment I see in students from the start to the finish of the class. We tell them before they sign up that by the end of the class they will be able to sell a needs assessment, perform a needs assessment, and sell the solution. I know they all doubt these bold claims. However, by the end of Day 1, they are absolutely convinced that they have the knowledge and the tools they need to position and sell a needs assessment.

How do we transition them from doubters to believers, you ask? This brief article will provide some insights and information that I hope will challenge you to explore alternative methods to position and sell needs assessments with greater ease and success. Well, I can’t give you the first day of training in a single post, but here is the general framework.