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Revealed: Why You Must “Test for Agreement” to Buy, Before Asking for the Sale

Thursday, October 17th, 2013


Have you ever had a discussion with a potential client that was going perfectly…until they declined your offer? It’s confusing, isn’t it?! After all, they agreed with everything you said and from your perspective, it seemed they were a perfect match for your product/service. So what could possibly have gone wrong?

The good news is, this only means there is something in the way of them saying “YES” to buy from you. Even better news is, it’s very easy to find out if there is something in the way before you are discouraged by their “No”…ask a question that tests if they are ready to buy. Here are a couple of examples of those test questions:

  • Does it make sense to you that this (Name your product/service) will…(complete the sentence describing how your product/service solves their problem) or,
  • Does it sound like this (Name your product/service) will…(complete the sentence describing how your product/service solves their problem)

This is Step #5 in The Consultative Sales System. In traditional sales, we call this the “Trial Close”. Using a consultative sales approach, we prefer to refer to it as “Test for Agreement”. Oh, if your client says “No” at this stage, you’ll need to handle the objection. Visit us on Monday (Oct. 28th) for tips on that critical part of your sales process.

Do you have a question you ask your clients to test if they are ready to buy? Please share if you have a favorite.

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