The Champion Test: Ten Checks
A friendly contact is not a champion. Ten checks, every one something the person has already done rather than something they seem likely to do, with a score band that tells you how to run the deal.
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The Champion Test: Ten Checks
What's inside
- Ten checks, all behaviour rather than warmth. Tick only what has actually happened
- A score band: eight or more is a champion, three or fewer is a single-threaded deal
- How to turn a coach into a champion, in three specific moves
- What to do when you scored three or fewer, including how to multi-thread deliberately
- The check most reps get wrong: whether they have ever pushed back on you
What sellers & sales leaders are saying
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