4
The dimensions of the Critical Hour
The purpose of the following sections is not to give you an exhaustive discourse on each dimension of the Critical Hour, but to guide you through what has been proven to be a very successful and straightforward approach to new business sales. It’s a quick and simple read and if you follow this approach you will, without doubt, increase your productivity and success. Simplicity in action!
This chapter will teach you the flow, format, process and skills you need to be brilliant in new business sales. The dimensions in Figure 4.1 are what you need to cover in every new business meeting you conduct with a prospect. These 29 dimensions (which fit into the five competencies) are described in detail in ...
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