I just watched this video (http://www.youtube.com/watch?v=sbB8AuTBouY) after someone posted it a few days ago. I am intrigued by his model. So far I have had moderate success just winging it and being friendly and approaching. However I very often make mistakes that I think his model can help solve. His steps of breaking rapport, qualification, etc. interest me. However, the video was kind of hard to follow and I can't find a image of that chart he draws.

Does anyone have a text or graphic explanation of his model and some of the more in depth information behind it? For example, I have no idea what going into "comfort" means, or going into "attraction."

Thanks