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www.youtube.com/watch?v=qXQDLImL_hE

Sandler: 

"Process"  for One-2-One   water tight compartment : step by step

1- built relationship / 2- up front contract/customer commitment / 3- Pain / 4- Budget ? /  5- Decision Quick Yes/Quick No?  /  


SPIN:

Robert Neivert.   

Video on youtube:   www.youtube.com/watch?v=14yz_-I3aPg

1- Preliminary

2- Investigation

3- Demonstration

4- Commitment





MEDDIC:


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