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Sandler 21 Techniques

created by Rich Chiarello
Across
Drives tone
Clarifies information
Who? What? When?
Bonding
Thermometer
Time and Resources
Bookends
Drives results
What's in it for me?
Why do you ask?
Where ROI lives
Down
OK
Symptoms
1/2 a minute
Emotions within
Three levels
Ego
Different in a good way
Logic resides
You must lead
Pendulum