ACTION 3: PROVIDE PROOF TO SUPPORT YOUR SOLUTION

“Prove” is the umbrella over the entire WIIFT system, as shown in Figure 8–1. “Proving” shelters you from many common objections and lack of trust issues that can stall your sale. Providing proof never ends in the selling process; your genuineness, expertise, intentions, and value are constantly evaluated!

Figure 8–1 WIIFT

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Proof is also a factor in your success in the Facilitate step of WIIFT. It’s the time to make sure the proof and evidence are enough for that buyer.

Provide proof to support your solution by proving:

Who you are. Every action you take or word you say—or don’t take or say—proves ...

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