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We show why deals are won or lost before you speak and how identity drives performance more than scripts or tactics. We share a practical method to close from hello, handle tests without losing authority, and swap approval seeking for win-win clarity.

• identity and internal state shaping outcomes
• buyers reading tone, pace and intent
• closing from hello through early alignment
• why buyers test and how to respond
• approval seeking versus win-win framing
• slowing down to project authority
• diagnosing with harder, deeper questions
• controlling process not outcomes
• addressing tension before it becomes objections
• making the sale about the client’s problem

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Graham Elliott

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