A while back in an issue of Life Insurance Selling, Harold (Doc) Lindsey, Jr. a sales trainer from Dearborn, MI said: “I have found that fact-finding is the most powerful closing technique I have ever encountered. All others are supplemental to the facts being obtained.”
He is absolutely Right!!!
You must know the facts. And, not just the hard facts of what they have. You also need to know the soft facts of how ‘They Feel’ about what they have.
What you may perceive as being the ideal solution to your prospect’s problem may not be perceived by them to be the best solution. If you misunderstand the situation, as perceived by them, you will not connect. And, you will not make a sale.
On the other hand, if you do a thorough fact-find, you’ll see the situation the way the Prospect sees it and you won’t have to waste time trying to explain issues that they don’t care about. Instead, you can focus on the exact set of circumstances that need to be addressed. Their values become clear to you. You will be viewed as a Trusted Advisor and not just another salesman.
Note: In every one of our specialized systems and in the ‘sales skills’ section of the Insurance Marketing and Sales Resource Center™ you’ll find detailed information on asking questions, and the fact-finding interview.
And, if you really want to become a master of asking questions and the fact-finding interview, then you’ll want to invest in our videos – How To Close ‘9 Out Of 10’™ Sales, By Asking The Right Questions, with 3 months of One-on-One training, coaching and support!
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‘The 9 Out Of 10 Guys’
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