What is fact based selling?

Answer 1

Fact-Based: Fact-based information is defined as retail sales data, consumer research, industry data or any other quantifiable source of information that supports a selling proposition. 1. Fact-based selling greatly reduces the subjectivity of the buyer in making decisions. Instead of relying on their assessment of the value of the features and benefits of a product, they now must review the sales track record of an item. In fact, any item that has been on the market for at least a year should be evaluated almost entirely on the historical results. Subjective decisions should be consigned primarily to new products, and even then, fact-based data can show a buyer information that points to a need or opportunity in the market. 2. Fact-based selling significantly reduces the time and expense of sales appointments. With a one-page chart showing how items rank in the market, the need for a face-to-face appointment diminishes. Decisions can be made by communication via phone or email. Sales people can then spend their appointment time reviewing new products or other brand initiatives, not hashing out new item recommendations. 3. Fact-based selling reduces the burden of securing top notch sales people in order to be successful. A fact-based selling approach improves the productivity of your entire sales organization. The skill set of your sales team is immediately enhanced and their improvements eliminate the need to spend big bucks to hire the sales "superstar."