Fact finding is gathering information by asking not only the right questions but asking them the right way.
Knowledge is Power
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.
. 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.)
Here are a few thought starters...the list is almost limitless.
- Who will be the primary user/driver/operator?
- How often, how many miles, how will you use it?
- When do you need to buy/lease/purchase?
- What do you like/dislike about the one you have now?
We could go on and on but you get the idea. The answers you receive to the questions in Step 2 will identify the needs and wants of your customer. This makes your job easier when you know you have not only answered the questions they have asked, you know the answers to the questions you have asked.
It is important to do a good job in the second step on the road to a sale. Settling a customer on the wrong product is a recipe for disaster.
Fact finding helps with Step 3
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