How to build rapport while selling with the S.C.A.R.F model
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Israel Irenshtain's website: https://www.pointviewcoaching.com SCARF stands for: Letter Core Need Description S Status A person’s relative importance to others - feeling respected and valued C Certainty The need to know what’s coming next - reducing ambiguity and unpredictability A Autonomy The sense of control over one’s environment and decisions R Relatedness Feeling safe and connected with others - belonging and trust F Fairness The perception that exchanges and interactions are just and equitable
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