Present the Material Difference- A difference strong
enough to motivate a change in behavior
Establish Proof Criteria - How we prove we make a
material difference
Learn the Closing Conditions - The series of
conditions, which, when met, result in the sale
Generate Urgency - Reason to act now
Employ Moxie - Taking a stand
Request Payment in Kind - What we ask the customer
to do before closing the sale
enough to motivate a change in behavior
Establish Proof Criteria - How we prove we make a
material difference
Learn the Closing Conditions - The series of
conditions, which, when met, result in the sale
Generate Urgency - Reason to act now
Employ Moxie - Taking a stand
Request Payment in Kind - What we ask the customer
to do before closing the sale
Key Selling Concepts
