Affirm, Redirect, and Close

In sales, “affirm, redirect, and close” refers to a technique used during interactions with potential candidates to guide them toward making a decision and committing to a meeting date. Here’s what each step typically involves:

1. Affirm: This involves acknowledging and validating the customer’s concerns, or preferences. It’s about empathizing with their situation and showing understanding of their needs.  (letting them know you hear their objection)
2. Redirect: After affirming the customer’s thoughts or feelings, the salesperson redirects the conversation toward the benefits or services that address those needs. This step is crucial in steering the discussion towards a potential set meeting by highlighting how the client firm can solve the advisor’s problems. (giving them reasons why they should meet)
3. Close: The closing step is where the salesperson actively encourages the customer to make a decision or take action. (giving them options of dates to meet) 

Together, “affirm, redirect, and close” is a structured approach that helps sales professionals navigate the conversation effectively, understand the candidate’s needs, and guide them toward a positive decision to commit to a meeting. It emphasizes building rapport, demonstrating value, and actively seeking commitment from the advisor.