[[How you make the sale]] includes a six step process for making your case:

# ''Restate the problem''
## Be sure to get your prospect customer to agree on the problems and get a feeling for their relative weight.
# ''Revisit each of the problems''
## Deal with each of the problems you identified and in turn make the case that your product or service delivers the best solution for these problems.
# ''Bridge features to benefits''
## Always bridge your product features to benefits that matter to the customer.
# ''Repeat your customer''
## As you make the case that you have solved a portion of the customers problem, repeat anything your customers has said about your solution.
# ''Use [[Tie-down Questions]] to increase commitment''
## Use tie-down questions to ensure that the prospect agrees with each part of the solution as you make your case. Thhe goal is to tie-up all loose ends on one component of the sale before moving to the next component.
# ''Use a [[Trial Close]]''
## Use a trial close to gauge the customers receptivity to the overall case you have made and to flush out any [[Objection]]s
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howtomakethesale_public
created
Sun, 12 Jun 2011 11:26:10 GMT
creator
dirkjan
modified
Sun, 12 Jun 2011 11:26:10 GMT
modifier
dirkjan
tags
How you make the sale
M16
Model
creator
dirkjan