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This is where the structure meets the client. Llamas warns against the "feature dump." Instead, he advocates for a presentation structured around , not features.
Llamas dissects the sales process into a rigorous methodology. Unlike other books that focus on "closing," Llamas focuses on the foundation. The "102" reference often found in search queries regarding this book typically alludes to the depth of the content or chapter divisions in specific editions dealing with the psychology of the client.
Because the previous steps were executed scientifically, the close becomes a natural conclusion rather than a high-pressure event. Llamas introduces various closing techniques but emphasizes that the best close is the result of a perfect investigation phase.
