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FACT FINDING

Fact finding is gathering information by asking the right questions.

Information about your customer, their lifestyle, their desires, needs and wants.

Of the sales steps none is more important.

Do the right job here and when the time comes to ask for the business you will be amazed at how easy it is to get a YES.

Knowledge is Power. For many years sales trainers and sales managers have called this step "qualifying" and by doing so have done a serious disservice to their salespeople.

The word “qualify” makes you think of the dollars and cents part of the sale. How much they can they afford, how much they will pay.

Slow down. Learn what you need to know by asking open-ended questions.

These types of questions require a response other than “Yes” or “No”.
"Do you like green?" will not get the same response as "What is your favorite color?" (When you get really good at this you will drive your friends nuts.)

It is important to do a good job in step 2. Settling a customer on the wrong product is a recipe for disaster.

Fact finding helps with Step 3

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