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.

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