by The SP Team | Sales
In Sales, What is “Report of Findings”?
To follow up a successful sales presentation, it’s important to know what is “Report of Findings” process. Therefore, in this article, we’ll break down each of the nine steps and explain why they are crucial to a successful sales presentation.
1. Greet
Firstly, greet your customer and set expectations for the meeting. That is to say, this sets a positive tone and helps the customer feel at ease.
2. Learn Of Journey So You Can Give A “Report Of Findings”
Secondly, you need to learn about your customer’s journey through their history and present situation. As a result, this helps you understand where they’re at, their needs, and how your product or service can help them.
3. What Is Emotional Connection
Thirdly, emotionally connecting with your customer is crucial. That is to say, it helps build trust and creates a deeper understanding of their needs. To clarify, an emotional connection is developed when you empathize and are able to put yourself in their shoes.
4. Learn of their goals and set some of them for your customer
Fourthly, you need to learn about your customer’s goals and set them up for success. Above all, this helps them see how your product or service can help them achieve their goals.
5. Offer Solution highlighting F.A.B.’s to push their Hot Button
Fifthly, offering a solution focusing on the F.A.B.’s (features, advantages, and benefits) that push their hot button is critical. For example, this helps your customer see the value of your product or service and how it solves their problem.
6. Get Double Acceptance
Sixthly, getting double acceptance from your customer is important. That is to say, this means confirming that they understand the value of your product or service and that they are willing to move forward with the sale.
7. Handle the Challenges
Seventhly, handling any challenges or objections that your customer may have is essential. However, this helps you address any concerns they may have and move closer to a sale.
8. Come to an Agreement on what is “report of findings”.
Eighthly, coming to an agreement on the sale is crucial. That is to say, this means agreeing on the terms, price, and any other details related to the sale.
9. Follow Up
Finally, following up with your customer after the sale is important. That is to say, this helps build a long-term relationship and ensures customer satisfaction.
Understanding the Hot Button
To be successful in a “Report Of Findings” meeting, it’s important to understand your customer’s hot button. What is a hot button? This is the main motivating reason behind why a prospect might buy from you. There are six key areas that are often associated with a hot button: Security, Performance, Appearance, Comfort, Economic Efficiency, and Dependability. By understanding which area is most important to your customer, you can tailor your sales pitch to meet their needs.
Use the F.A.B. Sequence
To push the hot button, it’s important to use the F.A.B. sequence. This consists of three steps: introduce a feature, show its advantage, and the benefits clearly and simply. These benefits must align with the customers motivating reason to buy. By following this sequence, you can help your customer see the value of your product or service. They’ll become ready to make a purchase.
Conclusion about what is “Report Of Findings” process
In conclusion, by following the “Report of Findings” process and understanding your customer’s hot button, you can successfully follow up a sales presentation. Subsequently, you can transition them from the sale to closing the agreement. Furthermore, tailoring your delivery to meet their needs and following up after the sale can help build a long-term relationship.