Selling Tips - The Three Step Fact Finding Tool
Selling tips:
When Anna asked to meet with Steve her sales manager he knew there was a problem.
As Anna sat down in front of Steves desk she blurted out, Maybe I should just quit. I just dont feel comfortable pushing people into buying something they dont want,
How do you mean pushing people? Steve asked with a concerned look.
Well you know. I show them a car I think would be best for them. Then they say they dont like it for some reason. So I try to convince them that it would be good for them. But they just get more firm that they dont want it. I just dont feel comfortable pressuring people to by. But if they dont buy I dont make any money - and I need to make money, Anna said in an upset tone.
Steve could see Annas deep frustration and calmly responded, I agree with you.
You mean you think I should quit, Anna said with a surprised look.
Yes, I think you should quit trying to pressure people into buying something they dont want, Steve said sincerely as he looked directly at her.
Steve continued, Anna I understand your frustration. Your sales approach is probably the most difficult one and produces the fewest sales. Youre missing the part of first identifying the customers wants and needs before you try to sell them anything.
Anna said, If youre talking about fact finding I do that. I always try to ask questions before I show them a car.
Steve then told Anna that most salespeople misunderstand fact finding. They think it is all about asking the right questions. Asking the right questions is critical but it is only one third of effective fact finding.
Then Steve explained,
The three sales training selling tips of fact finding:
- Asking the right questions to identify your prospects needs and wants is an important key to your selling success.
Some sample questions might include: Why are you considering new transportation at this time? Who will be the primary driver of the vehicle? What do you want most in your new vehicle?
But that is only the beginning of good fact finding selling tips. Next comes
- Listening is so much more than being quiet. Its about closing your mouth while you open your ears and your eyes. Sometimes their body language and tonality tell you what their words are hiding. Too many salespeople are thinking of what they are going to say next instead of really listening with their eyes and ears.
The final step in fact finding is called
- Matching is where you take the real needs and wants of your customer and match them to the best possible product you have available. This is how you become a trusted advisor to your client rather than their adversary.
The fact finding one step version typically produces the me against them relationship. This is a very hard way to sell anything. The more effective three step fact finding approach produces the we are on the same team relationship. This is a successful no pressure way to sell anything.
Your selling tips action item: Test out the three step fact finding approach and watch the fun and effectiveness of your selling rise to a new level.
David Nassief sales tips coach invites you to improve your sales with the free report Selling Secrets of Top 5% Earning Salespeople Davids site is http://www.phoenix-best-sales-jobs.com
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