IFSC; Another Sales Process

A fella selling information for a living talked me through his telephone patter the other day.  Prospects tend to have to have what he sells, but replacing incumbents can be tricky.  He’s developed a simple process enabling him to end conversations with a question to gain a meeting to which the prospect can only answer ‘yes’, along the lines of “if I could show you this & that, would you like to see it?”

• Intro
• Fact Find
• Solution to Needs
• Close

The solution to needs part, means linking what he can offer to the needs they’ve expressed during the fact find.