It is often the case that when we are in a sales situation, we make certain assumptions. When this is the case, all assumptions must be first tested. One of the ways we can do this is through a process of confirmation. This can be done with both traditional and virtual sales technologies.
Regardless of the technique, you are using, be it traditional face-to-face sales or automated sales funnels, the best way to test the assumptions being made or about to be made is to confirm your assumption to them. This can be done verbally or via confirmation messages via landing pages, pop-ups and sales funnels. Confirm the messages you are hearing or giving and the assumptions you are making. This is something you need to consider throughout the entire process, and doing this will greatly improve your results.
At this time in the process, when you have gained all the answers to the questions you were asking, you need to confirm your understanding of what the prospect needs and wants. It is also important to understand that what they want will be a bigger motivator than what you think they need. Do not worry about this because if you can deal with the want, you can often follow that with the need. Sometimes, not all the time, they are one and the same. The better you understand your market, the more likely your offering spans both want and need.
The key is to wrap what they need within what they want; in many cases, this is far easier than it may first appear. This is where your machine’s design, value ladder and communication skills come into their own. Once you are sure that you have the right want and need and know all you need about the prospect, it is time to move on to the solution phase.