All your customers have only one radio channel; a channel that they hear 24/7.  It’s called What’s In It For Me Radio!

Given that the only sound your customer’s ears are filtering is based on how what they hear relates to their reality, your ability to laser target what you say in a way that is tailored to them, you need to be sure that when you are working with a customer you are:

• Using PowerPhrases that mean what the customer hears from you is targeted to their reality – to do this, you have to get to know them
• Really listening to what they say and you use your best facilitation skills to constantly affirm your understanding and build the customer’s confidence in you as an expert who can really help them in their buying decision
• Gaining commitment from your customer little and often.  Try to think of your sales experience as though it were written down.  You would not be able to easily understand what you were reading without punctuation.
  • Closing little and often is about building punctuation in to the sales journey; where there is a comma, ask a question to gain commitment to a decision. 
  • Where there is a full stop, ask a clear commitment gaining question – affirm where you are in helping the customer to make their buying decision.

Our best tip is close little and often;
create the opportunities for the customer to get used to making decisions

Build up the customer’s confidence to make a great buying decision with you