What is a selling system? It’s a fully orchestrated interaction between you and your customer that follows six primary steps: 1. Identification of the specific Benchmarks—or consumer decision points—in your selling process. 2. The literal scripting of the words that will get you to each one successfully (yes, written down like the script for a play!). 3. The creation of the various materials to be used with each script. 4. The memorization of each Benchmark’s script. 5. The delivery of each script by your salespeople in identical fashion. 6. Leaving your people to communicate more effectively,
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