Always fascinated my the never ending models of customer engagement that the internet keeps spitting out. And everytime I see one, I hear George whispering into my ear

"All models are wrong .. some are useful."

Which is actually right when you think about it. I won’t name this ‘6 step model’, but my assumption is that it was created by someone who got half way through the ‘12 steps’ .. I mean, when one of your steps is ‘Build Rapport’, you do wonder who exactly these sales people are that need this kind of guidance.