Objective:

To show participants how to put together the various probing and questioning skills to discover their client or prospect’s important business needs, goals, priorities and their personal win. To teach participants a professional “interview process” that strengthens relationships and builds loyalty and trust.

Anticipated Outcome/Benefits:

This session will structure selling in today’s highly competitive environment. Participants will learn how they can establish credibility, identify important business and personal needs, dominant buying motives, and how to best address these with their products and services.

Overview:

Even experienced sales professionals can misread their client or prospect’s interests and needs. In this session, participants learn how to identify at least three (3) major needs and wants before making a Goal Aligned™ presentation. Organizational dynamics, and key business issues of different decision makers and influencers will be examined. The “F.I.N.D. Interview System,” will be introduced and examined.

F.I.N.D. stands for Facts, Important Issues, Needs and Dreams, and are critical to conducting a Goal Aligned™ Interview. This session will allow participants to experiment with different questioning techniques to determine the dominant buying motives and compelling reasons to buy. You will develop & learn the precise questions to ask to uncover existing problems & challenges of the customer and link them to your solutions.

Teaching Method:

This module will examine the differences between Product-Focused or Technology Focused versus Goal Aligned™ Selling. The facilitators will show participants how to uncover their client or prospect’s needs, wants, and their personal win. The first exercise will present a list of job titles of decision makers and influencers that participants call on regularly. Participants will develop the key interests important to each person. The facilitators will then introduce the “F.I.N.D. Interview System.”

There will be a discussion of effective open and closed-ended questions to use with this system. Participants will look at several examples of these questions and then add questions they would ask. Results will be shared with the entire class. The instructor will model the F.I.N.D. interview system for the group and will lead a debriefing session.

A customized F.I.N.D. interview system will be developed for your company that will provide an outline for sales reps to follow in the future.

Format:

1/2 day custom in-house workshop

Module Outline:

• Introduction
• Objective/Benefit Statement
• Overview
• Organizational Dynamics – Areas of Interest for Different People
• Conducting an Effective Interview
• The F.I.N.D. Interview System
• Determining the Facts with Open/Closed Questions
• Identifying – Ranking – Exploring 3 Important Areas of Interest
• Determining Important Needs and Problem Areas
• Finding Their Dream (their Personal Win)
• Skill Building Practice Sessions
• Tying it All Together
• Personal Action Plan for Next 30 Days
• Knowledge Assessment

“Hello Michael!  I did my first complete Goal Aligned Sales Interview this morning….it wasn’t as big of a hurdle as I thought…funny observation…I realized just how much I used to talk so much..it was refreshing to have my client do 70 percent of the talking…she seemed impressed how organized I was with my questions and how we value her partnership! Cheers!”    Monique Sherwood, SISU