If closing sales during consultations feels like juggling flaming chainsaws, let’s simplify things.

Think of it as following a checklist. Pilots don’t just wing it (pun intended); they rely on a pre-flight checklist to ensure a smooth takeoff. Similarly, a simple, effective checklist can help you close the sale without crashing and burning.

Here’s your consultation close checklist:

1. Build Rapport Early

Start with genuine conversation. This isn’t small talk for the sake of it—it’s about finding common ground. Whether it’s shared interests or an acknowledgment of their challenges, building rapport establishes trust before diving into the nitty-gritty.

2. Diagnose Before You Prescribe

Jumping straight into solutions is like a doctor handing out meds without asking what hurts. Ask thoughtful questions to understand their needs, challenges, and desired outcomes. The more specific their answers, the better equipped you’ll be to present a tailored solution.

3. Frame the Conversation Around Outcomes

Prospects don’t care about your process—they care about results. Instead of rattling off your features, show them how their life or business will look after working with you. Paint a vivid picture of the transformation they’re investing in.

4. Handle Objections as Questions

Objections aren’t rejections—they’re often just questions in disguise. Instead of getting defensive, dig deeper: “Can you tell me more about why you’re concerned about that?” A calm, curious response turns objections into opportunities for clarity and trust.

5. Don’t Fear the Ask

Here’s the deal: If you’ve done the above steps well, asking for the sale should feel natural. Don’t fumble the landing by hesitating. Be confident and clear about the next steps, and invite them to move forward.

6. Follow Up Like a Pro

Not all consultations end in an immediate yes—and that’s okay. A prompt, professional follow-up can be the difference between a lost lead and a closed deal.

Print this checklist out, stick it on your desk, or memorize it like your favorite movie quotes. Follow it consistently, and you’ll see your consultations transform into more closed sales.

Kick butt, make mucho DEEnero,

Dave “Checklist Champion” Dee

P.S. To learn more about how to get more meetings with high-quality leads, close more sales, and make more money without working harder, go here: www.davedee.com/vip.