🎙️ Episode 2: The Power of Needs Assessment – Stop Pitching, Start Listening

In this episode of The Sales Experiment, Brad and Tom unpack one of the most overlooked (and most critical) stages of the sales process: the Needs Assessment.

Brad opens up about a recent sales miss that stemmed from skipping this essential step, while Tom shares a classic “rookie mistake” from his first job selling tires. The big lesson? You can’t recommend anything to anyone if you don’t know what matters to them.

🔑 Highlights from this episode include:

• Why assuming you're the expert is the fastest way to lose trust (and the sale)

• The importance of asking curious, specific questions before you ever pitch

• How to recognize when a customer is revealing what actually matters to them

• Why writing down customer needs—even with pen and paper—keeps you focused and present

• The ultimate sales mantra: Never pitch before you assess

🚀 Experiment of the Week:
Before your next pitch, use Tom’s simple method:

1. Ask at least 3 “what’s important to you?” questions

2. Write down what you hear

3. Repeat it back in your own words and ask for confirmation

And don’t forget Tom’s bonus advice from his dad:
📣 Always ask for the close. If you don’t ask, you’ll never know if they were ready to say yes.