Needs discovery

Module 03 / 5 · 55 min

Use SPIN questions and active listening to uncover and size the customer's real pain points before presenting anything.

In this module you will learn to

Ask situation, problem, implication and need-payoff questions in a natural sequence
Listen actively, paraphrase and read indirect signals common in Ethiopian business conversations
Turn a stated problem into a sized pain point with Birr figures
Summarize and prioritize needs and get the customer's agreement before presenting

Built on

Erudite Africa course specification: 1.j Sales and Negotiation Skills, Level 1 Beginner (October 2026)
Erudite Africa: Training Module, Ethiopian Context, programme overview and regulatory register (October 2026)
NBE directives as listed in the lessons: NBE/INT/13/2026, FXD/01/2024, FXD/04/2026, SBB/88/2024; financial consumer protection directive reported as FCP/01/2020
National Bank of Ethiopia Proclamation No. 1359/2025

Examples and companies are fictional. Bank practices are shown as typical Ethiopian practice, not as any one bank's policy. Always apply your own institution's approved policy and the current NBE directives.