QUICK TIPS FOR USING THE WIIFT SYSTEM^™

• Follow the WIIFT five-step sales system—Wait, Initiate, Investigate, Facilitate, and Then Consolidate—to make each of your conversations the most productive.

• Focus on WiifT (What’s in it for Them?) through each step to move you forward to the next step of your conversation predictably and logically.

• Prepare for conversation success. Make the time to identify the objective of your conversation and how you will make the conversation about Them, not you or your solution. Proper preparation for the conversation ensures it is value-filled for you and Them. Your gains are efficiency, consistency, and closed sales.

• Prove yourself and your solution. Provide relevant, substantive documentation throughout your conversation and relationship with the prospect.