Step 5. Making the case and presenting the solution

In this step we aim to present our products or service in such a way that it is the best option for the customer. More than talking it is important to listen. What are the customers concerns? Throughout the interaction we check frequently how and to what extend we meet the perceived needs and how we can possibly improve our proposal. The goals in this step are:

• How do i present the solution to the customers problem?
• How do i use 'trial closes' to flush out objections so i can deal with them?

Key points

• Customers do not buy programs or products. They buy solutions
• No solution = No sale
• The Problem Awareness Grid can help identify where a customer is with respect to understanding his/her situation.
• Don't make the pitch make the sale. Use The Six Step Process for making your case to show you how.
• Tie-down questions unsure that you really have settled on a particular issue.
• Watch for any Buying Signs, then move to the Trial Close
• Learn about The Five Pointers on Price