Stop fumbling sales by using the 6-box closing formula

sales, closing, cold calls.

• the six boxes formula is a series of questions that will identify wether or not a client needs our services and allow us to make the decision of wether the prospect is qualified to work with us.

• With this formula, you will find out the desire of your prospect and get them to understand that we may have the solution for their problems, and if they are qualified, what costs and pains are involved in their decision to not work with us.

• The 6 boxes formula can be used virtually anywhere, but works best when it is used on the phone, in a 1-1 with your prospect.

• Situation - what is the situation? What is currently going on?

  asking what the “problem” is can get your prospect defensive, we use “situation” to lessen the impact and keep them on our side.

• GAP - where do you want “X” to be 90 days from now? establish the gap. Where does our prospect desire to be? “X” amount of sales? income? What is their desired outcome that the “situation” is preventing them from reaching.

• Missing - what do you think is missing? Often-times the prospect doesn’t genuinely know the answer to this question, but if we can get them to tell us that “X” is missing, then we know where we may start our search of their problem, while getting them to accept they do indeed have a problem.

• Need - what do you need help with the most? often you will get the answer to both “missing” and “need” at the same time, this question reinforces their need for our help, and lets us know where to begin looking for the solution to their problem.

• Priority - is this a priority for you? Or an I’ll get to it later situation? Do they know the have a problem, know we can help them solve it, and want to take care of it now? If it is not a priority for them, chances are the will not buy and will end up wasting both your time and theirs moving forward. At this point we need to highlight the possible costs and risks of not taking action now.

• Swipe Left or Right - taken straight from the Tinder model, if we know they are a good fit and we can help them alleviate their pain by solving their problems, here we decide if they are a good fit to work with us, or if we should connect them with someone else who can help them.

The 6-box closing formula:

What are the 6 boxes?

Using this formula doesn't guarantee that you will close every client you call, but it does guarantee that you will know the "driving force" or core desire of every client you DO close. Using this formula will allow you to assess if a prospect has a problem you can solve and whether or not they are qualified to become your clients.