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?”
- Fact Find
- Solution to Needs
The solution to needs part, means linking what he can offer to the needs they’ve expressed during the fact find.