SELLER'S FRAME OF REFERENCE QUESTIONS WITH ELEGANCE PROSPECT'S FRAME OF REFERENCE THE ART OF LISTENING AND OBSERVATION THE SELLER'S CAPACITY PURPOSE & PREPARATION SPIRITUAL MENTAL EMOTIONAL PHYSICAL ENERGY PERSONALISE FOLLOW UP CLOSE OF SALE SUPPORT DECISION MAKING EXPLORE OPTIONS TO MEET NEEDS NEEDS CLARIFIED & AGREED DEFINE NEEDS UNDERSTAND THE ENVIRONMENT RAPPORT:THE FOUNDATION DEVELOP THE RELATIONSHIP

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