Build rapport and explain value
Connect a relevant recommendation to the buyer’s stated priorities.
Learn the skill
Rapport grows when you respond to the buyer’s actual preferences. Ask whether a short summary, a demonstration, or a detailed comparison would help.
Explain value as a link between a confirmed problem and a supported capability. “A named owner for each inquiry” is clearer than “transform your revenue.”
Use a verified case or clearly labeled hypothetical example. Explain where the example differs from the buyer’s situation, then ask what remains unclear.
Read, then apply
Start with the closing guide. The teacher profile offers further reading.
The relevant-story close →The demonstration close →Ideas from Tony Robbins →A buyer wants fewer missed handoffs. You have a working task-assignment demo but no verified revenue improvement data.
Your assignment
Prepare a 90-second explanation with one problem, one relevant capability, one demonstration, and one question. Label any hypothetical example.
What you’ll produceA concise value explanation and demonstration outline.
Review your work
- The message uses a confirmed priority.
- Claims stay within available evidence.
- The closing question invites feedback.
Practice with an AI assistant
Copy this prompt into your preferred assistant, or ask a colleague to use the scenario. Check the feedback against the checklist above.
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