Welcome back to our ongoing series on the SAYA System, a comprehensive framework designed to guide sales professionals through each crucial stage of the sales process. If you've been following along, you know that we've covered everything from thorough Discovery to presenting proposals. Now, we've arrived at the sixth and final step: The What Now? Check.

In this pivotal stage, the sales journey comes full circle as you prepare to guide your prospect towards the natural conclusion of the sales process - closing the deal. Let's dive into how the What Now? Check is the key to not just sealing the deal, but to fostering a dynamic, meaningful conversation that empowers prospects to close themselves.

Empowering Prospects: Prospects Close Themselves
The SAYA System's final step embodies a profound philosophy: prospects close themselves. This departure from traditional sales tactics reframes the entire approach. Instead of forcefully pushing a prospect into a decision, this step focuses on creating a supportive environment where prospects can confidently step into the driver's seat of their decision-making process.

By now, you've eloquently presented your proposal, carefully guided the prospect through envisioning their ideal outcome, and demonstrated why you're the perfect partner for their journey. Most importantly, you’ve gained commitment from them in your If, Then Check, where you likely addressed any of their questions or hesitations.

With the groundwork laid, it's time to step back and allow the prospect space to initiate the closing conversation.

Maintaining Control: The Art of Guided Autonomy
The misconception that allowing prospects to initiate the close relinquishes control couldn't be further from the truth. In fact, the What Now? Check provides you with a unique opportunity to maintain control of the conversation by steering it towards resolution while respecting the prospect's autonomy.

Instead of bombarding prospects with aggressive closing tactics, employ a more authentic touch. By asking the open-ended question, “what now?” and listening attentively, you open the floor to address any lingering objections and better understand anything you may be missing.

What Now Starts With If, Then
The beauty of the What Now? Check is that it's not a final confrontation but an opening for further exploration. If there are lingering objections or hesitations, this is the perfect moment to address them directly. However, if you’ve led your prospect through the SAYA System correctly, by the time you reach the What Now Check you should not be learning new information. This is a cardinal rule at SAYA!

It goes without saying that a smooth What Now Check can only be accomplished if you’ve done a thorough job in Step 2: Discovery, Step 3: Buying Process, and Step 4: If, Then Check. 

Trust the process and you’ll notice a direct correlation: the more thorough you work the SAYA System, the smoother your What Now Check will be.

As we bring this series on the SAYA System to a close, it's evident that the final step, The What Now? Check, isn't just a formality but a transformative shift in the way we approach sales. By relinquishing the need to force a decision, you empower prospects to make choices that align with their goals and values.

The What Now? Check isn't just about closing a deal; it's about opening doors of possibility. It's about fostering genuine connections and understanding. So, as you embark on your next sales journey, remember that the power to close lies within the hands of your prospects, and your role is to guide, support, and empower them every step of the way.