
Models Everywhere
2Bobs—with David C. Baker and Blair Enns
Are You Using Them Late in the Selling Cycle?
Having a model and then having case studies built around that model are powerful tools of reassurance. They're better used late, when the client's motivation has gone from excitement about the possibilities to fear of making a mistake. So in a conversation somewhere between the qualifying conversation and the closing conversation, here i am referencing my own model.
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