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.