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To Sell with Urgency: Bold Vision, Bold Behavior    Click here


Urgency Based Selling

Fact Finding

Once the prospect trusts us enough to share information, we need to do our fact finding or discovery.

Key elements in this module include:

  1. The bookend procedure for deeper bonding
  2. Basic questions – including company culture, specific needs, and competition
  3. Who is involved in making the decision
  4. How proper questioning helps transform the salesperson into a consultant
  5. The significance of the prospect’s needs
  6. Their “must haves” – the closing conditions
  7. What it would mean to achieve their preferred solution
  8. Determining if our capabilities are competitive, is there a “blue ocean”, uncontested solution?
  9. How does the prospect make a decision and deal with chang
  10. What risks does the prospect see in change

For a 1 minute overview of the standard sales call, including fact finding, please click below.