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? / 6- Fulfillment (from 1 t0 10 )
SPIN: Situation Problem Implication Need-payoff
Robert Neivert.
Video on youtube: www.youtube.com/watch?v=14yz_-I3aPg
1- Preliminary
2- Investigation
3- Demonstration
4- Commitment
Consumer Centric
Spray-and-Pray >>> Empower customer : focus issue > feature , talk they language, convince them-self.