Are You Even Committed to Change?

The first commitment, which you cover in fanatical prospecting. If a sales person doesn't know exactly what that next commitment is, and they don't ask for it, then things go off of the rails. You've got to ask em the big questions and get these commitments all along the path. The third commitment, a makro commitment, is, are you even committed to change? And we think that that that asks comes after we put the presentationoa proposal and investment in front of the client.