Here goes with some first quick thoughts:
I agree with the other posts attesting to SDM's brillance. She definitely has turned the model around applied some real new age thinking (in the best sense of that term) to the sales process.
I had always wanted to go to one of the group tranining seminars she used to run in Austin. but unfortuntely never could afford to!
To me the crux of her teaching is to get into what is going on on the buyer's side as quickly as possible. This is done, of course, through the use of facilitiative questioning and her "funnel technique" which I have to say I never felt I really ever got.
The questions are key and, honestly, although working in as best of a facilitatve question mode as capable, never am 100% sure I'm asking the best questions to move the process along as quickly as possible.
In an earlier post, someone said never ask a question starting with "why". That is true, I also believe.
It seems from studying the samples SDM has provided over the years, particularly in her monthly commentaries, the reading of which is an education in itself, generally is to start facilitative question with "how".
I guess there's alot more to say. But I hope this is good as a start. (I'm not someone who necessarily enjoys writing; so I try to do as little as possible.)
For the sake of our thread it is also probably for the good to remain succinct & concise.
Thoughts and/or comments?
