Conditions of Satisfaction Closing Exercise
from High Probability Selling

This webpage is an exercise for the Conditions of Satisfaction Closing Process.  Filling out the webform below and sending it to us is the homework assignment that is due before each of the two teleclass sessions, and will be reviewed and revised during those sessions.

If you are not planning on taking our workshop at this time, you are still welcome to do this exercise and send it to us.  Please note that workshop attendees will get first priority, and therefore we may not be able to respond to you.

Instructions for Completing the Conditions of Satisfaction Exercise

First, decide what product or service you are going to use for this exercise.  Use only one product or service.  The more specific, the better.  Do not use a group or category of products or services.  For instance, someone who sells computer peripherals might choose printers, and a consultant would choose a very specific service.

• Identify your product or service.  Be brief and specific, and use language that your prospects would understand without an explanation.
• Describe your product or service as a list of at least 6 Features, each with its own Benefits and Detriments, and each followed by a closing question.
• A Feature is a direct and immediate aspect of your product or service, and is never an outcome.
• Benefits and Detriments are positive and negative outcomes that your customers may or may not experience as consequences of purchasing or receiving or using your product or service.  They should be closely related to the Feature they appear with.
• Each Feature should have at least one Benefit and at least one Detriment.
• It is better to have more Detriments than Benefits, and never the other way around.
• Each closing question should be simple and direct.  Examples are, “Is that something you want?”, “Is that acceptable?”, and “Will that work for you?”.
• You can find two examples of completed Conditions of Satisfaction forms at Using the CoS Process and Taking the CoS Workshop
• Your first attempt will probably not be perfect, but that’s ok.

If you have any problems with this form, please call us at 800-394-7762 (or 610-566-1535), or email us at main@highprobsell.com.  We need to know so that we can fix it ASAP.