ACTION 3: PROVIDE PROOF TO SUPPORT YOUR SOLUTION

“Prove” is the umbrella over the entire WIIFT system, as shown in Figure 8–1. “Proving” shelters you from many common objections and lack of trust issues that can stall your sale. Providing proof never ends in the selling process; your genuineness, expertise, intentions, and value are constantly evaluated!

Proof is also a factor in your success in the Facilitate step of WIIFT. It’s the time to make sure the proof and evidence are enough for that buyer.

Provide proof to support your solution by proving:

• Who you are. Every action you take or word you say—or don’t take or say—proves something about your character, expertise, and your level of professionalism. This proof shows throughout the entire conversation and, more importantly, throughout the entire relationship.

• The value your solution provides. Providing proof for your solution is crucial during the Facilitate step. Include the following proof sources when sharing information about your solution: metrics, testimonials and references, hands-on demos, validated third-party research, examples from experiences with other buyers, and guarantees/warranties.

The key to proving is providing the right proof and evidence for the person and situation. To help you incorporate relevant proof information, use your understanding of Tribal Type customs.

• Commanders want primary source research, validated proof, metrics, fact sheets, and testimonials that include analysis.

• Reflectors need details, guarantees, and case studies to know the why and how.

• Expressers like personal testimonials, second opinions, references, and your confidence.

• Achievers want to know the bottom-line output, metrics of outcomes, and time considerations, and they want to be able to contact high-profile references.

Continuous proof is necessary in the Facilitate step and throughout the conversation. Why? Can you think of a relationship where once you’ve proven yourself you never had to again? Not many of us can. Without proof it is difficult to move forward in your sales conversation.