OPEN
Uncovers the ability to build trust and credibility by setting verbal agendas, handling early objections and managing expectations.
INVESTIGATE
Examines the ability to accurately assess a situation and uncover needs through strategic questioning, listening skills and the examination of decision making criteria.
PRESENT
Encompasses the ability to link your capabilities to the situation through strategic value articulation and the appropriateness of your proposal.
CONFIRM
Uncovers the ability to make your opinions come across, ask for the “business”, handle objections and gain agreement even when there are multiple stakeholders.
POSITION
Focuses on the ability to build long-term work-relations for life with effective positioning.