www.youtube.com/watch?v=qXQDLImL_hE
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1- built relationship / 2- up front contract/customer commitment / 3- Pain / 4- Budget ? / 5- Decision Quick Yes/Quick No? / 6- Fulfillment (from 1 t0 10 )
SPIN: Situation Problem Situation Need-payoff
Robert Neivert.
Video on youtube: www.youtube.com/watch?v=14yz_-I3aPg
1- Preliminary
2- Investigation
3- Demonstration
4- Commitment