The needs analysis is the heart of the sales process. It’s where you get to know your customer, understand their motivations, and uncover the vehicle that best fits their lifestyle.

By listening carefully and asking the right questions, you can guide the conversation and tailor your recommendations, ultimately leading to a successful sale. Let’s dive into the key elements of mastering this critical step of the sales process. Watch the videos below to learn how to uncover your customer’s needs, handle objections, and confidently guide them to the right car.

Think of yourself as a doctor diagnosing a patient. You need to ask the right questions, listen carefully, and identify the underlying needs and concerns. The more information you gather, the better equipped you’ll be to recommend a vehicle that fits the customer’s unique situation. This video will show you how to adopt the “doctor mentality” to better understand your customer’s needs and create a personalized solution.

Watch this video with Master Closer Jason Verduzco to learn how to engage with your customers in a way that builds trust and shows you truly care about their needs.