Step 3

Presenting our solution summary


After the customer has accepted our summary


There is no point in presenting irrelevant features and advantages

A little structure goes a long way….

The sequence


  1. Refer to the individual needs and wants from the previously accepted summary

“You said that you wanted to achieve”

  1. Select the appropriate feature & advantage of your solution using relevant proof / s

“To help you address this I recommend…..”

  1. Emphasise the benefits of your solution

“This means that you will achieve…..”

  1. Ask a commitment related question

“How does that sound?”



Think of two sets of typical needs and wants. Write down how you would follow the sequence outlined to gain customer commitment. Commit it all to memory and be prepared to role play it with a friend or colleague.