Up Front Contract- use your best ANOT, PAIN- demonstrate how to get to personal PAIN using a third party story, Budget- Use a bracketing technique in your world, Decision Making Process- utilize the "Investigator Approach", Bonding and Rapport- Talking to someone with a "Little Professor" ego state, Questioning Techniques- Use a Reverse, Prospecting Behaviors- give us your best follow up email once you've landed a prospect meeting, Post Sell- ask for a referral, Closing the Sale- Confirm a sale and discuss what happens next, Questioning Techniques- Demonstrate a Softening Statement.
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Sandler Steps
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