ACTION 4: PARAPHRASE WHAT THE BUYER HAS STATED
“Paraphrasing is powerful,” I explain to my course participants. Knowing that you will paraphrase—words and intent—keeps you focused, shows buyers you have heard them, and allows them to hear back a summary of their own messages. After they hear your paraphrase, it’s not uncommon for the buyer to clarify or explain certain points, which is helpful for both of you.
TIMELY TIP
Paraphrasing is not word-for-word repeating of what the buyer shared with you; that is parroting. Instead, summarize the intent and “story” that you heard in your own words.
The Investigate step of the WIIFT sales system allows your buyer to clarify and discover their POWNs, and helps you identify their sense of urgency as well as their openness to reviewing solutions with you.
To determine if it’s time to move to the next step of the WIIFT system, summarize the information you have compiled and then complete the last Action for Investigate, which includes qualifying your buyer.