“Well done is better than well said.”… said Benjamin Franklin.
And that is why a simple formula provides more effective results when you are looking to sell.
Circumstances– find out about circumstances that will affect the condition to buy
Concerns– what are the defects? Look for elements of concern -jointly.
Complaints– Get the objections out on the table
Commitment (Pitch Proposal)- This is what I will guarantee will happen.
Conclusion – Group agreement.