Welcome back to our blog series on the SAYA System, where we've explored steps #1 to #3 over the past few weeks. Today, we delve into Step 4, the ultimate gut check for every sales professional - the "If, Then" Check. In this critical phase, we establish a commitment from the prospect to make a decision when we present our solution to their problems. Let's discover what the “If, Then Check” is, why this step is essential, and how it empowers you to drive the sales process forward effectively.

The Power of "If, Then" Check
As sales professionals, we often encounter prospects facing real and longstanding challenges. They may have postponed making decisions and tend to opt for the familiar, comfortable status quo. The "If, Then" Check addresses these factors head-on, encouraging prospects to embrace change and commit to a decision. It's a powerful tool that shifts the sales process from mere contemplation to decisive action.

After you take your prospect through the Expectations Check, Discovery, and Buying Process, the “If, Then Check” might sound like:

     “If we're able to address your [prison], [paradise], [budget], [timeline] and you feel comfortable working with us, then would you be ready to tell us whether or not you would move forward?”

This brings the truth of the sales conversation to the forefront. The prospect is now faced with the reality that you are here to help them get to where they have said they want to go. Simply, you are here to facilitate the change they previously mentioned they want to see happen for themselves or their business.

Embracing Change for Growth
The famous quote by Henry Ford, "If you always do what you've done, you'll always get what you got," holds true in the world of sales. Embracing change is essential for progress and growth. The "If, Then" Check creates an expectation for the prospect to commit to a course of action, either moving forward with your solution or choosing an alternative path. It encourages them to challenge their comfort zone and take the necessary steps towards growth.

Accountability and Progress
By employing the "If, Then" Check, you empower the prospect to hold themselves accountable for their decision. It sets the stage for them to take ownership of their choices, ensuring that they can move forward confidently with you or decide against it. Even if they choose not to proceed, it serves as a clear decision rather than a vague "thinking it over" situation, saving time for both parties involved.

Uncovering Hesitations and Objections
When faced with hesitation from a prospect during the "If, Then" Check, pause the sales process. This is an opportunity to gain valuable insights into their concerns and objections. Seek to understand the root cause of their hesitations and address them directly. Are they worried about implementation challenges? Is the timing not right? By understanding their objections, you can tailor your approach and provide relevant solutions, ultimately enhancing the chances of securing the deal.

Avoiding Indecision Pitfalls
In sales, indecision can be the most detrimental outcome. The "If, Then" Check helps prospects avoid getting stuck in a state of indecision, where they risk missed opportunities and stagnation. As their trusted advisor, your goal is to guide them towards making an informed decision, avoiding the potentially harmful consequences of indecision.

In the SAYA sales system, Step 4, the "If, Then" Check, plays a pivotal role in propelling the sales process forward. By encouraging prospects to embrace change, take accountability, and make decisive choices, you lay the foundation for successful outcomes. Remember, your role as a sales professional goes beyond mere persuasion; it involves understanding your prospect's needs, overcoming objections, and guiding them towards making the best decision for their growth and success.

If you find yourself facing challenges in navigating the post-"If, Then" step  or dealing with indecisive prospects, don't hesitate to reach out for support and guidance. I’m here to help.