The Six Step Process for making your case - Revision history

Dirkjan at 19:40, 27 August 2020

2020-08-27T19:40:15Z

Dirkjan at 19:04, 27 August 2020

2020-08-27T19:04:32Z

Dirkjan: Created page with "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 agre..."

2020-08-25T07:26:41Z

Created page with "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 agre..."

New page

[[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
[[Category:howtomakethesale]]

[[Category:How you make the sale]]

[[Category:M16]]

[[Category:Model]]

← Older revision		Revision as of 19:04, 27 August 2020
Line 1:		Line 1:
−	~~[[How you make the sale\|How you make the sale]] includes a six step process~~ for making your case:	+	The 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~~
	[[Category:howtomakethesale]]		[[Category:howtomakethesale]]

← Older revision		Revision as of 19:40, 27 August 2020
Line 1:		Line 1:
−	~~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
	[[Category:howtomakethesale]]		[[Category:howtomakethesale]]