Basic fact finding can be the make break point. Whether or not you make a sale can very well hinge on you asking your prospects and clients the right questions during the sales process. Have you ever noticed that a customer will come in looking for a specific item and buy something completely different? In the auto industry, you’ll see people coming in for the Ming Blue sedan with the navigation and leave in a white coupe without navigation. In the mobile phone world how many times has someone come in for a Droid and left with an iPhone or vise verse? What about clothing? Guy comes in for a suit and leaves with a polo shirt and designer jeans. It happens all the time, but what’s the lesson?
More often than not, you’re buyer is on the wrong product. Meaning what they think they want doesn’t truly, fully meet their needs. A true sales professionals job ultimately is to be of service to the client and help them make the right decision.
Asking the right questions can go a long way to making sure you’re helping your client pick the right product. If the buyer winds up on too much product, they won’t be able to afford it. On the other hand if they land on not enough product, then they won’t see any real value and take action either.
You have the ability to create your own economy by taking a genuine interest in people’s wants and needs. Your client is coming to you to solve a problem and you need to give them the solution. Asking the right questions is paramount to helping the buyer, showing them that you’re interested in them and speeding up the process which benefits everyone!
Here are 4 Amazing Fact Finding Questions From Grant Cardone’s On Line University that you can use immediately with your clients.