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S.C.O.R.E. Selling in the Zone

Jim Fannin  |   | 
 
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There are five “intangibles” or five markers I discovered in 1974 that we all possess. First is self-discipline. That means you really are committed and have the willingness to stay with the sales process to reach your objectives, but you can also get your prospect in a disciplined mindset. Secondly, is concentration. You’re there now, there’s no place you’d rather be and obviously it’s crucial that the prospect is in the moment with you.

Third is optimism; if you’re not confident about the service or the product, they’re definitely not going to be confident. Being optimistic in how you’re going to help them improve their quality of life and improve their business, well that’s crucial. Fourth, relaxation; you need to make the prospect comfortable and you need to have about 6-8 breaths a minute as opposed to 15-17 to get the client or prospect in that comfortable mindset.

Last and not least is enjoyment. You’ve got to love what you do, you’ve got to do what you love, and you have to love the challenge. Whatever the objections may be, you have to love that you can overcome them and love the challenge of just being a salesperson. Those five markers make up the word S.C.O.R.E. and, again, it’s an acronym for self-discipline, concentration, optimism, relaxation, and enjoyment.

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