C…..CREATE: a match between your customer’s needs and your solution.

. Confirm your customer’s needs

. Clarify the customer’s pain options

. Compile and present evidence that your solution works

L….LISTEN: to all stakeholders involved.

. Learn about the customer’s budget and financing needs

. Look at the customer’s timetable

. Listen for obstacles and probe for objections

O….OFFER: your solution with a viable alternative.

. Outline your three major benefits

. Openly discuss any drawbacks- it will create trust

. Obligate the customer to a timetable for the next steps

S….SEEK: and confirm understanding of all benefits discussed.

. Show that you care about a mutual win

. Supply additional evidence and benefits if needed

. Shift gears when needed- flexibility is crucial

E….ENGINEER: a commitment that is real and lasts.

. Encourage your customer to agree with all the benefits of your solution.

. Engage the customer by asking for the agreement on the timetable and financial terms you have set.

. End the CLOSE by congratulating the customer and welcome them openly to your product or service.

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