The skill of "confirming" is used to test a customer's interest level and gain their buy-in throughout your conversation. We confirm agreement by asking questions that gauge how we are doing. This not only keeps the customer actively participating in the conversation, but also works to advance the conversation or selling process to the next step. It's a simple practice that's easy to master.

The skill of confirming can be best illustrated in the following examples.

My initial contact phone call:
"Mike, would you be willing to invest 15 minutes with me to see if there are
ways I help you?"

At first appointment:
"Janet, I have some suggestions I would like to share with you. Would you like
to hear them?"

During a client conversation:
"Bill, how am I doing so far? Are we on the right track?"

After presenting a solution:
"Anne, does that sound like it would help you accomplish what you want to accomplish?"

In deciding the next steps:
"Kevin, I feel we can be your lender. What are our next steps?"

In asking for business:
"I am ready to help you move forward. Are you ready?"

Like most effective selling skills, confirming is not hard; it's simply something you must remember to do. Over the next few weeks, practice your confirming skills on every prospect phone call, sales visit and customer encounter. With a little attention and effort, you'll get pretty good at it!

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