You may have seen this “Take” before. In September of 2023 I was (and I still am) convinced that the average salesperson, in an attempt to be casual and friendly (gasp) becomes a little too relaxed as the SAYA process progresses. The familiarity gained by the type of conversation we inspire (Sell As You Are) sometimes relaxes us and enables the dreaded “chat” format of the sales call. Instead of relaxing as we move along the timeline to closure, specificity must “rule” the conversation! (Forgive the replay! The thought still applies!)

It’s not the correct proposal and presentation that makes the “If, Then Check” work! It’s the very specific, very correct If, Then Check which makes the proposal work!

Sure, if you don’t have a working solution or set of solutions which solve the prospect’s problems, go no farther! In simple terms, if your product or service won’t remove the barriers of the Prison and be seen as a ticket to Paradise, move no farther.

The key is the specific response to this (or similar) specific dialogue.

1. We agree then that these issues, #1,#2,#3,#4,#5 have caused the state you’re in now. Correct?
2. And that ____________ is your process for deciding to spend ____________ and move forward with us,
3. And I present to you a solution or set of solutions that you believe will solve those problems,
4. You will tell me YES, we’re gonna’ sign the agreement and pay you _____________ for the solution(s),
5. Or, if you have doubts, NO, and we’ll shake hands and determine if there’s anything else we should do.

Let’s be sure we have hard edges on the If, Then Check to make the well-prepared proposal with specific solutions to the Prospect’s specific problems, THE game changer!

THE solution to THE problems yields THE YES or NO!