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Use Exactly This Phrase At The End Of Your Fact Find

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I love experimenting with new phrases and sales approaches – it’s the name of the game!

I’ve been toying with a phrase to use at the end of a fact find and before you present your solutions or go away to draft up a proposal.

It’s really important to make sure that you’ve covered everything you need to match their problem/requirements with one of your solutions but at times you can miss some things out only for the prospect to say “You didn’t win the business because you didn’t include this or ask that”

Well, you’re not a mind reader but there is a fail-safe phrase you can use at the end of your fact find:

  1. To unearth any more requirements/needs that you haven’t ask for
  2. To mention to the prospect if they say that you did not cover something

The phrase is this:

“Thanks for all of the information that you’ve given me. Have I asked you about every detail that’s important to you?”

You could even go one step further if it’s natural to you and ask:

“Thanks for all of the information that you’ve given me. Have I asked you about every detail that’s important to you? I mean, have I missed anything out?”

Our clients are getting great results with this and you can too.

Happy Selling!

Sean McPheat

Managing Director
MTD Sales Training
http://www.mtdsalestraining.com

(Image by DigitalArt at FreeDigitalPhotos.Net)

Sean McPheat

Hi! I'm the founder and Managing Director of MTD Sales Training - we offer sales training solutions for companies both large and small. I'm blessed to work with 25 of the most talented trainers in the UK....well, I did recruit them! ;-) Today, we've delivered training in over 23 countries to over 2,500 different organisations and 50,000 staff. Our clients include Xerox, Friends Provident, Starbucks, Taylor Wimpey, CISCO, Allianz and Lloyds TSB to name but a few.

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