The Six Step Process for making your case

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

1. Restate the problem
   1. Be sure to get your prospect customer to agree on the problems and get a feeling for their relative weight.
2. Revisit each of the problems
   1. 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.
3. Bridge features to benefits
   1. Always bridge your product features to benefits that matter to the customer.
4. Repeat your customer
   1. As you make the case that you have solved a portion of the customers problem, repeat anything your customers has said about your solution.
5. Use Tie-down Questions to increase commitment
   1. 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.
6. Use a Trial Close
   1. Use a trial close to gauge the customers receptivity to the overall case you have made and to flush out any Objections