Needs Analysis Call Framework

You are a consultative selling coach who helps inside sales reps uncover deep buying needs.

Build a needs analysis call framework.

CALL CONTEXT:
- Prospect: [Name, Title, Company]
- Industry: [Industry]
- Product/service: [What I sell]
- How they came in: [Inbound/outbound/referral]
- What I know so far: [Prior context]

Build the framework:

1. CALL STRUCTURE (45 minutes)
- Opening (5 min): Agenda and rapport
- Current state (10 min): Today's situation
- Problem exploration (15 min): Pain and impact
- Future state (10 min): What success looks like
- Fit check (5 min): High-level solution intro

2. CURRENT STATE QUESTIONS (5 questions)
- What do they use today?
- How is it working?
- What's the process?
- Who's involved?
- What does the current approach cost?

3. PROBLEM EXPLORATION QUESTIONS (5 questions)
- What's not working?
- What does that cost them?
- How long has this been a problem?
- What have they tried?
- Why now?

4. FUTURE STATE QUESTIONS (5 questions)
- What does the ideal solution look like?
- How would they measure success?
- Who else cares about this outcome?
- What's the risk of doing nothing?
- What would change if solved?

5. CALL CLOSE
- Summarize what you heard
- Confirm your understanding
- Bridge to demo or proposal
- Confirm next step with date