Finding The Right One

Sales is a repeatable, teachable process. Although it is a technical skill, finding the “right one” based on the customer’s wants and needs is crucial. In over thirty years of selling, I’ve learned these strategies to determine which product your buyer will love and close on FAST… 

How Finding the “Right One” Sets You Up for Success 

The step of the sales cycle where you decide on the product to present your prospect is called fact-finding. Because it is so closely related to the product presentation, it rarely gets discussed on its own… 


Fact-finding must be a non-negotiable. If you struggle in any of the following steps of selling, it’s because you didn’t have enough information.

This is because sometimes you haven’t shown the feature that would solve the problem…

You didn’t present an option you offer that would make the buyer fall in love… 

Or, your client thinks they want one thing and they actually need another… 

So, how do you solve these riddles alongside them? 

Well, it’s all about asking quality questions and knowing how to use the data you get in return. 

Where There Are Clues for Finding the “Right One” 

To begin with, it is extremely important that as the salesperson you remain in control. You need to be able to guide your prospect through the sales process confidently and smoothly… 


However, you’ll just run around in circles if you just ask about their kids and the weather. The secret to finding the right one for your customer will lie in their past…  

Before selecting a product to present, it is a smart idea to get some info on prior, similar purchases. Here are a few examples of what to ask to narrow things down: 

  • What didn’t you have on your last X that you want on your next one?
  • What do you like about your current X? 
  • Or, what don’t you like about your current X? 

The buyer’s answers here can speed things along in finding the right one to present to your buyer. 

Keep these answers in mind as you go through the product presentation and the rest of the sale. Your clients will appreciate it and so will your closing ratio, but it doesn’t stop there… 

What Strong Customer Relationships Can Do for Your Sales  

Treating people right is its own reward. Nevertheless, when you take time to find the right one for your prospects they love and solve their problems you get something else… 


This is what separates the average salesperson from the superstars. People remember being taken care of. As a result, they will not only return to you, they’ll send their friends and family. 

Just like when looking for a spouse, finding the right one for your customer is never a waste of time. 

Fact-find thoroughly and be great. 

— Grant Cardone 

Disclaimer: This content is intended to be used for educational and informational purposes only. Individual results may vary. You should perform your own due diligence and seek the advice from a professional to verify any information on our website or materials that you are relying upon if you choose to make an investment or business decision. Investment, real estate, and business involve great risk and there is no guarantee of performance or results.We are not attorneys, investment advisers, accountants, tax professionals or financial advisers and any of the content presented should not be taken as professional advice. We recommend seeking the advice of a financial professional before you invest, and we accept no liability whatsoever for any loss or damage you may incur.

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Star of Discovery Channel’s “Undercover Billionaire,” Grant Cardone owns and operates seven privately held companies and a private equity real estate firm, Cardone Capital, with a multifamily portfolio of assets under management valued at over $4 billion. He is the Top Crowdfunder in the world, raising over $900 million in equity via social media. Known internationally as the leading expert on sales, marketing, and scaling businesses, Cardone is a New York Times bestselling author of 11 business books, including “The 10X Rule,” which led to Cardone establishing the 10X Global Movement and the 10X Growth Conference, now the largest business and entrepreneur conference in the world. The online business and sales educational platform he created, Cardone University, serves over 411,000 individuals and Forbes 100 corporate clients throughout the world. Voted the top Marketing Influencer to watch by Forbes, Cardone uses his massive 15 million plus following to give back via his Grant Cardone Foundation, a non-profit organization dedicated to mentoring underserved, at-risk adolescents in financial literacy, especially those without father figures.