Our Profile

Anthony Gilberd

Anthony has sales in his blood! At an employment interview for an office position with an insurance company in 1979, he already had his sights on being a salesperson. Two years later, a promotional transfer saw him gain his first sales role in 1981.

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Identifying Needs

Learn to Sell programmes place emphasis on carefully identifying the needs of customers and clients.

Have you ever had an experience where a service provider has talked at length about what they can do, without bothering to ask what is important to you? If so, how did you feel?

Fully understanding needs is about asking questions. The right questions, in a non-intrusive way and then carefully listening to the answers.

Sometimes people might not be entirely clear themselves as to what they need. Getting them to answer questions can help them to clarify their thoughts and be more specific.

Only when quality time is spent identifying needs can you make sound recommendations that will give your prospect the solutions they need and the confidence to make a buying decision and make it with you!