FIVE ACTIONS THAT CONSOLIDATE YOUR WIN³ CONVERSATIONS

Consolidating is important because without a final purchase decision a Win³ may not be achieved: the buyer never receives the value of your solution, you never get in the champion’s circle or president’s club, and your company loses a potential customer and sale. The five Actions of Then Consolidate guarantee a productive closure to each conversation:

1. Complete a decision readiness check.
2. Confirm the value your solution will provide.
3. Ask for a decision or commitment to action.
4. Identify the next steps with specifics.
5. Close the conversation.