Most salespeople and persuaders live in fear of objections. They try and overpower their clients with tons of benefits, guarantees, and testimonials. They fear that if they even bring up a possible objection, so they can overcome it, this will kill their sales efforts. There are many reasons for this tendency. One is that our […]
The Power Of Pacing
What’s the most magical word in the world? Yes. If you can get people saying “yes,” to anything you’re saying, it’s smooth sailing. No matter if you’re trying to get your girl to cook you dinner or get that client to sign that multi million dollar contract, you ain’t getting squat until “yes” is resonating […]
Unlimited Wants
Everybody wants something. As soon as we get it? We want something else. This is human nature. It’s not wrong, it’s not evil. If we were content to sit around with the bare minimum of sustenance and shelter, we’d never have evolved past the ape stage. Those big burly silver back gorillas? All they really […]
How To Assume The Close With Persuasive Language
One “closing” technique is to assume the close. Whatever you’re trying to persuade somebody to do, speak of it as a foregone conclusion. To make it even more compelling, take the foregone conclusion, of them doing what you want, and attach it to something that they want. In order to know what they want, you’ve […]
Dig Deeper For Higher Level Criteria And Find Treasure
Everybody wants something. Soon as we get something, we want something more. All human life is based on exchange. What we’ve got, for what we want. That position you’re sitting in now, as you’re reading this. Did you just shift your weight? Just a little bit? If you didn’t, you’re thinking about it now. Part […]
Frame Control Secrets For Easy Persuasion
I learned a neat trick once when I used to sell cars. See, building rapport with a client is essential. But it’s a double edge sword. If you’re doing any kind of sales, persuasion, or seduction, once rapport is established, you’ve got to step back and start leading. Otherwise, you’ll too easily fall into the […]
Union Negotiations – Integration of Parts For Massive Congruence
You know how when they have those high level negotiations on TV, be it unions or heads of state? The structure is pretty simple. Both sides throw out what they want, and they sort through everything to find out areas where they overlap. In those cases where there’s no overlap whatsoever, negotiations usually stall out. […]
Are You Out Of Sync?
How’s everything going? Been persuading a lot of people? One thing that’s essential is rapport. Whether you’re asking somebody to buy a $50,000 car or asking your boss if you can leave ten minutes early. Almost everybody’s heard of it. Which means most people immediately think, “Oh, THAT. I already know THAT.” Don’t make that […]
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