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Follow
, a methodology designed to turn any prospect into a buyer by moving them from the "open" to the "close" along a logical path. Key Components of the Manual
: A core principle where the prospect must reach a "10" on a scale of 1 to 10 in three areas before buying: Trust in the Product : They must believe the product is the solution they need. Trust in the Salesperson
: They must perceive you as sharp, enthusiastic, and an expert. Trust in the Company : They must believe the firm is reputable and solid. The First Four Seconds