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| − | [[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 |
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| − | # '''Restate the problem'''
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| − | ## Be sure to get your prospect customer to agree on the problems and get a feeling for their relative weight.
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| − | # '''Revisit each of the problems'''
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| − | ## 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.
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| − | # '''Bridge features to benefits'''
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| − | ## Always bridge your product features to benefits that matter to the customer.
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| − | # '''Repeat your customer'''
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| − | ## As you make the case that you have solved a portion of the customers problem, repeat anything your customers has said about your solution.
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| − | # '''Use [[Tie-down Questions|Tie-down Questions]] to increase commitment'''
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| − | ## 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.
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| − | # '''Use a [[Trial Close|Trial Close]]'''
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| − | ## 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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| | [[Category:howtomakethesale]] | | [[Category:howtomakethesale]] |
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Revision as of 19:04, 27 August 2020
The Six Step Process for making your case
