Tuesday, March 16, 2010

The Clarify and Confirm Selling Technique

If buyers have a problem and you have a solution, opportunity exists. Your challenge is to demonstrate value and prove you’re the best choice among the available substitutes. To accomplish this I developed a technique called Clarify and Confirm.

  • Make a statement outlining a specific problem you can help the buyer solve.
  • Ask a question to clarify if this is an issue for the buyer.
  • If the buyer agrees they would like to solve the problem, share the specific benefits of solving the problem with the buyer.
  • Ask a question to confirm the buyer is interested in receiving the benefits.

It’s simple. It’s effective. It works.

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