View source for The Six Step Process for making your case

[[How you make the sale|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|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|Trial Close]]'''
## Use a trial close to gauge the customers receptivity to the overall case you have made and to flush out any [[Objection|Objection]]s
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