| Summarize your prospect's three most compelling needs.
After asking great questions in Step 2 - Qualification, you need to make sure that you heard and understand your client's wants and needs.
From your notes, identify and verbalize their three most compelling needs. If they agree, move to the next step. If not, you'll have a chance to ask more questions or clarify your understanding as you come to an agreement on need.
Good luck and good selling.
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