We call these three core elements the Three Tens – with the context being a prospect’s current state of certainty on a scale from one to ten.The reason every sale is the same is because, despite all that individual stuff, the same three key elements still have to line up in any prospect’s mind before you have a shot at closing them.Don’t you guys get it? Every sale is the same.Chapter 1: Cracking the code for sales and influence.
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