Presented Live: December 6th @ 11am ET

The path to close is never a straight one, and Customers rarely buy in any pre-ordained "sequence." That is why we rely on a fluid Gives / Gets framework to allow for any "bump in the road" of any size. In this Level 1 class, we explore how to navigate the Gives and Gets list in a vertical fashion, and investigate when we move UP (as well as DOWN) on our criteria to accommodate any customer, even when their follow-through needs encouragement.