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Why Fact Finding?

Fact Finding is the most important selling strategy ever devised, focusing on customer wants and needs...

Call the Doctor! Imagine walking into the doctor�s office and telling the physician, �I�m sick and want some medicine.� He calmly reaches into his pocket, pulls out a packet of pills and says, �Take two of these and call me in the morning. That�ll be $300.00!� Sound ridiculous? Well many auto sales experiences go just like that. Customers are greeted on the lot with, �Nice car! We�ve got a great deal on that today. What do you say we take it for a spin?� In both cases, the customer was prescribed a solution prior to the problem being diagnosed. In the medical world that behavior is considered malpractice. Unfortunately, in the car business it�s considered common practice. Make the commitment! The modern Hippocratic Oath taken by doctors includes the following phrases: I will remember that there is art to medicine as well as science, and that warmth, sympathy, and understanding may outweigh the surgeon's knife or the chemist's drug. I will not be ashamed to say "I know not," nor will I fail to call in my colleagues when the skills of another are needed for a patient's recovery. In a similar way, salespeople should make a commitment to their customers that include:

The understanding that what is best for the customer may not bring the most immediate gross profit.
The awareness that customers don�t always know which of your vehicles will best meet their needs.
The willingness to say, �I don�t know but I can find out!�
A caring attitude, acknowledging that customers are people and not just a paycheck.

Take it from Ziglar

The famous sales and motivational guru Zig Ziglar makes the sales process as simple as this:

�You can get everything you want in life; if you just help enough other people get everything they want.�