FIVE ACTIONS THAT MAKE IT EASY FOR BUYERS TO CONNECT TO YOUR SOLUTION

Too little information shared or too much information not directly connected to their POWNs quickly kills your sales opportunity. The five Actions in Facilitate guide you through a collaborative presentation and discussion of your solution that keeps the opportunity alive:

1. Explain your solution with Whats to WiifTs.
2. Include others in the presentation and ask for feedback.
3. Provide proof to support your solution.
4. Present costs followed by value.
5. Ask for and work through objections with Stop, Drop, and Roll.

This chapter covers the first four Actions for a productive, collaborative recommendation of your solutions. The final Action of working through objections, concerns, and questions is so important that it has its own chapter, Chapter 9.

The first four Facilitate Actions work in all types of solution presentation situations: one on one, group sales, telephone sales, webinars, formal presentations, and team presentations.

The Facilitate step begins the process of discussing and setting expectations about your solution and your ongoing relationship.