Fact-Finding Is Your Mission
How to sell to your prospects today? Start with the fact-finding.
Don’t be afraid to ask questions that will help you understand your customer’s situation. Don’t be afraid of what objections your prospect might bring up. You will actually make your sale much easier with the good fact-finding. You want to uncover your prospects needs and wants even if they don’t realize he or she has them at this point.
Also you will probably hear some negatives from your prospects, and by uncovering those objections you will be able to tailor your presentation to deal with those potential negatives in the most effective way.
A good fact-finding shows that you are concerned about the customer’s needs and you are not like every other sales person who is simply trying to sell the product to him.
To quote myself from the book Trigger Events, “All needs are easy to understand once they are discovered; the point is to discover them.”
Remember: Fact-finding IS selling.
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