You have gone through the process of discovering your customer’s needs through effective questioning. You are now in a position to analyse those needs, or at least you should have been doing this throughout the questioning stage.
It is unlikely the customer will give you a few minutes to sit back and consider the most appropriate way to manage their needs. You need to be developing your thoughts throughout the conversation.
As you approach the end of the questioning you should have a clear idea of how you will progress the conversation and use what you have learned to meet the needs of the client.
Needs analysis is about choosing the right needs to focus on, you cannot possible address them all at once. The needs should be a balance between those that are most important to the client and those which you can best sell against. It is no use focussing on the needs against which you cannot deliver; this is wasting your time and the clients.
So, you have decided which needs to address and you need to move seamlessly from questioning through to selling your product, whilst taking your client with you.
In order to ensure you are on the right track we need to get the client to agree you are focussing on the right areas. You need to summarise the needs you have decided to progress, and get the client to agree they are correct and need addressing.
"So Mrs Jones, just so I am clear about your position, I believe you need to XXXX, and deliver YYYY, in ZZZZ way. Is this correct?"
This quote neatly summarises the earlier part of the conversation and ensures the client not only knows you have listened, but is also interested in moving forward.
Once you have done this you can move on selling your product.
Areas within the skills section;