- Get organized. With a fact-finding form, you control the process, focusing on the prospect's situation in an orderly manner.
- Know what you're going to ask and how you're going to ask it. By practicing information-gathering skills, you'll come across as a heads-up professional.
- Ask direct questions. Expect direct answers. Expect to get the information you need. If you don't, you have no prospect.
- Get the feelings behind the facts. A list of "feeling" questions follows later under "Ask Fact & Feeling Questions." Each situation is different. You may decide not to ask every question, or to ask probing follow-up questions based on what you've heard, such as: "What more can you tell me about that?"
- Use active listening skills. Wait for your prospect to finish. Record every answer in his or her words. Maintain eye contact. Ask confirming questions. Smile. Frown. Lean forward. Nod your head. Express sincere interest by saying, for example: "That's interesting, Larry. When did you last review your business succession plan?"
- Create a sales vision. Develop a broad picture of the prospect's situation and needs and wants. Make margin notes about how your products and services can fit these needs and wants, and how you should proceed with the case.
- Get a "Process Commitment" and "Financial Commitment."
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