Art Force Academy

Art Consultant Certification: Module 3 – Discovering Customer Needs

Art Consultant Certification – Module 3: Discovering Customers’ Real Needs

In this week’s release for the Art Force Academy Art Consultant Certification Program, Director of Business Development Bobby Crumpton discusses discovering customers’ real needs.

As we’ve mentioned in the past, Art Force Academy is in its first year of operation. In an effort to continually refine and improve our offerings, we are changing formats and breaking from the past with this new podcast format. Feel free to listen and click along with this slider, or you can always simply download and read the PDF below at your own pace.

This Week’s Art Consultant Certification Topic

Topics discussed in this week’s release on “Discovering Customers’ Real Needs” include:

  • Transitioning to Discovery
  • Understanding Discovery
  • Open vs. Closed Ended Questions
  • Clarification Questions
  • Gathering a Contact’s Background Facts
  • The Best Background Questions to Ask
  • Refining Business Intelligence Facts
  • The Best Intelligence Questions
  • Uncovering Facts on Need
  • The Best Need-Based Questions
  • Gathering Decision Making Facts
  • The Best Decision-Making Questions
  • Tips for Maximizing Success During Discovery
  • Finding¬† Your Prospects Emotional Drivers
  • The Tip of the Iceberg (Rational vs. Emotional Drivers)
  • Agreeing on Need

The Art Force Podcast

You can listen to the Podcast here: The 5 Breakthrough Selling Skills – Module 3: Discovering Customers’ Needs

Clickable Lesson Slider

Art Consultant: Discovering Customers' Real Needs
Transitioning to Discovery
Understanding Discovery
Open and Closed Ended Questions
Art Consultant: Open and Closed Ended Questions Continued
Art Consultant: Clarification Questions
Art Consultant: Clarification Questions
Art Consultant: Background Facts
Art Consultant: Background Questions Continued
Art Consultant: Refining Business Intelligence
Art Consultant: Business Intelligence Questions
Art Consultant: Uncovering Facts on Need
Art Consultant: The Best Need Based Questions
Art Consultant: Gathering Decision Making Facts
Art Consultant: Decision Making Questions
Art Consultant: Sucess During Discovery
Art Consultant: Emotional Drivers
Art Consultant: Tip of the Iceberg
Art Consultant: Agree on Need

Download the Module 3 PDF

Art Consultant: Discovering Customers' Real Needs

The 5 Breakthrough Selling Skills – Module 3

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