Did you complete the six-step process? 1. Listen 2. Define 3. Rephrase 4. Isolate 5. Present solution 6. Close (or next step) Closing Did you? Get the prospect to identify all possible problems that might be solved by your service? Get the prospect to identify the value of solving the identified problems? Get an agreement that the proposed solution provides the values identified? Ask for the business (“Why don’t we go ahead with this?”)?