Difference between revisions of "The Six Step Process for making your case"
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| − | + | [[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]] | ||
Latest revision as of 19:40, 27 August 2020
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 Objections
