Nine Tips for Confirming a Sale

written by: Lenon Dave; article published: year 2006, month 12;

In: Root » Business » Management

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Below are nine magic tips you may take care of when confirming a sale.

  1. Ask a confirming question only after you have effectively bridged a minimum of two appropriate features to benefits.

  2. Help people make buying decisions by pointing out how your value-added solution will benefit their business.

  3. Highlight how the benefits outweigh the costs; create value.

  4. Successful confirmation isn't an isolated tactic, it's creating value throughout the Sequential Model.

  5. If you can't confirm, you didn't successfully complete a prior step—planning, discovery, or presenting a creative, value-added solution.

  6. Before asking for a decision, expect customers to say yes—mentally picture them saying it.

  7. When you ask people for a buying decision, be quiet until they respond.

  8. A confirming question asks for a decision. A trial close such as, "What do you think of my presentation so far?" calls for an opinion.

  9. If you can't make a sale, make a friend

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