🎙️ 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:
Ask at least 3 “what’s important to you?” questions
Write down what you hear
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.
In this first episode Tom Shares his journey into becoming a successful salesperson and teaches Brad the beginning concepts of what it means to sell. Tom shares his personal stories and how he began his journey into being a salesperson at 5 years old going door-to-door with his Dad selling.
Listen in as Brad learns while Tom is on the road to another sales opportunity.
Drop a comment and leave a question and in the next episodes we will try to answer them for you.
