So what is a Scorecard as it�s used in the SalesGame? In short, it is a shared vision of the best way to define and accomplish the client/ prospect�s desired objective. The form of the Scorecard does not really make much difference as long as the professional can clearly see a vision of the best way to define and accomplish the client/ prospect�s objective in his or her own mind. Most importantly, the Scorecard contains two basic elements�the objective the client/ prospect wants to accomplish and the most critical factors which determine the best way to accomplish this objective.

A combination of what the client/prospect most wants to accomplish (The"Heart of the Matter") and the factors (features, benefits and "conditions of satisfaction") to be used in deciding the best way to accomplish this objective.