If high Quick Start is the typical sales mode, how can I teach Fact Finders to sell?
A large percentage of successful sales people initiate action with Quick Start (7-10 on the scale). Fact Finders may not find that it comes as naturally, but they can be successful, given the right opportunities and training. Fact Finder initiation (7-10) requires thorough background information on the product or service. This includes very specific instruction on handling questions and objections. You can assist Fact Finders by offering sources of additional details, and providing case studies, testimonials, historical information and relevant data. Be sure they can review comparative pricing and benefits. When they are completely prepared, give them large institutional, governmental or corporate accounts so they can develop relationships and gain expertise in their customers’ needs. They are likely to become specialists by industry or type of client and become authorities on the use of your product or service.
