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2) SCORES Selling

The old school selling approach: give a little information and try to close.

Our approach: analyze the customer's situation; identify their concern; recommend a solution.


Comfort-guided techniques

Gain commitment by circling the bases

Making features & benefits logical & believable

Using evidence to convince

Developing a convincing & effective playbook

Closing when the customer is ready



Sample slide: "T-Ball Selling Sequence"