01 — Know your customer

Ask questions, mirror, expanding discovery as the number one goal of every sales call.

02 — See themselves through a new lens

Telling me, vs. guiding me to find the answer, builds trust, confidence and respect.

03 — Compounding the pain and the problem

Recognition is just the beginning, understanding the implications of the problem, immediately and the long-term are what drive behavior change.

04 — Reaching the bottom

When the partner in the discussion acknowledges the bottom, there’s no longer a need for a sale, it’s already been done. We can now talk about solutions, game plans and strategies on the ladder back up and out of the “pit”.