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 change
  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.