The fact finding stage of your sales process should focus on four core areas.
While there’s a lot involved in the actual fact finding stage of the sale. It’s easiest to keep it simple and avoid becoming overwhelmed.
The first priority in the fact finding stage of your sales process is to make sure you’ve done a good job of the previous step, your Introduction.
The main objective of your Introduction is to build trust and rapport so that as you move through the remaining stages of your complex sales process you’re able to ask quality questions and receive genuine meaningful answers that will help you solve your prospective clients problems, address their concerns and provide them with the right solutions.
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Once you’re confident you’ve achieved your objectives from stage one, the next step in the Fact Find is to ‘get to the point’ and find out what it is your prospective client is thinking. Ask direct questions., for example:
What problems would you like me to solve?
What appealed to you about our product/service that bought us to this point?
What’s the biggest problem you have with ________?
You’ve now entered the third phase of the Fact Finding process and should be asking several pertinent questions about your prospective clients wants, needs and priorities. This leads you into the fourth phase of the Fact Find.
Form the answers your prospective client is providing build a list of key objectives that your client is looking to achieve. This will become your own personal check list as you move through the sales process. Your job as an effective sales person is to demonstrate to your [prospective client how your product and or service will address each issue and provide the types of outcomes your prospective client is hoping to achieve.
This leads to the next priority in your complex sales process, Product Knowledge…