Consolidating begins with identifying whether your buyer is ready to make a decision or commitment. Rather than a “trial close,” as it’s sometimes called, I think of it as a readiness check because that is what we need to do—determine if they are ready to move forward in making a decision or if something is holding them back. The decision readiness check (the check-in) also keeps you from overselling and possibly losing the sale.

In WIIFT, we don’t close until we know the buyer is ready. The check-in is your opportunity to continue to involve them as you test the waters before asking for a decision, ensuring you have accomplished what you both needed. Often the readiness check guides the buyer to ...

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