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Fact-Find Excellence


Successfully converse and win business

Course Code: TM87

Duration: 1 day


All your sales advisers are to engage with the customer over the phone and face-to-face and fact-find effectively with them. This involves the skilful use of questioning and probing, mature verbal listening skills and summarising which leads to a relaxed and enjoyable customer conversation and experience.

Who Should Attend

This workshop is appropriate for telesales, account managers, new business development executives, client directors, essentially anyone in sales orientated role where they have contact with a prospect.


By attending this workshop you will learn how to fact-find compliantly, naturally and  using language that customers understand and can relate to. You will also be confident in presenting recommendations clearly with reason.

Learning Outcomes

  • First impressions in the first 90 seconds
  • The 3 secrets to trust to lay the foundations
  • Types of questions and the do’s and don’ts
  • Conversational techniques
  • Conversation cycle. Topic, question, listen, probe
  • Topics to clarify customer’s criteria
  • Listening mastery – MAP technique

How to take this course

In-company Training

E Learning

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