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Top Trainings #3: The F.A.C.T. Discovery Process™
Knowing what types of questions to ask, and making sure you know what you are hearing, will make or break your sale.
What is the F.A.C.T. Discovery Process?
The F.A.C.T. Discovery Process is a course that will help you prepare your questions, help you identify the answers you are hearing, and teach you how to ask better questions throughout the sales process. This training method breaks down 4 distinct types of questions that every seller must learn to master.
The 4 types of questions to master, according to the F.A.C.T. Discovery Process:
F = Fundamentals of the business:
These questions give us data and history to help frame the problem that the client has today. Most of the questions sellers ask are Fundamental questions.
A = Ability to move forward:
These questions tell us how a person or a company buys. It identifies the decision maker(s), decision making process, budget, competition, timeline, and what is need by the seller to support their "champion." Sellers typically ask very few questions along these lines and are very quick to move past these questions with their main buyer.
C = Commitment level:
This is the business impact and measure for success to get a client to move from status quo to a better state. Knowing the value you provide and seeing that value manifest across your other customers can give you the examples, customer stories, and case studies you need to demonstrate the positive impact, gains, and achievement they will get from buying your products or services. Sellers might ask a few questions along these lines, but they need to know what is limiting their customers today and hindering their ability to move forward. Asking Commitment questions drives the customer to commit to action to make their life better.
T = Timeline to act:
These are questions where your contact(s) identifies the level of importance they put on solving the issue. If it is critical enough, then they will act with urgency and get others in their organization to do the same. Rarely do sellers ask these questions.
Learn more about concepts from the F.A.C.T. Discovery Process training program in our NEW BOOK!
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Drop us a line to find out how the F.A.C.T. Discovery Process™ training program can help drive YOUR sales success!
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