By discussing your prospect's comments and questions throughout the presentation, and following up with confirming questions, you will actually be able to close sales through a series of small agreements or commitments from the prospect. A consensus-building approach helps make the decision to buy the natural, logical conclusion of the sales process, thus avoiding a dramatic, moment-of-truth close.

Try this: Here's a good way to get prospects to agree to this approach...

Agent: "As we review these ideas, please remember that these are your issues, not mine. I'm very comfortable that these recommendations will meet your objectives, but you're the one who has to live with them. So, if you have any comments or questions, please bring them up right away. Let's address them as we go along to make sure we're all on the same page. Does that make sense?"

And this: Get the prospect's objections, comments and questions out on the table by asking a series of confirming questions, such as:

• "Have I made myself clear?"


• "Does this plan do what you want it to do?"


• "Wouldn't you rather meet that goal with discounted dollars?"


• "That will solve the concern you expressed earlier, won't it?"


• "Doesn't this seem to be the best alternative?"