Nine Tips for Confirming the 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.