Sell On Purpose, Persuade Profitably
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- Hypnosis is the bypassing of the critical part of the mind
- Stop being so nervous giving a talk
- I will persuade you to do what you already want to do by using your own words
- Sell in alignment with integrity
- Place the ownership on the other party as WIIFM
- Be positively cynical by answering "Yeah? So what?"
- Show the benefits
- "Do not think of a purple elephant behind a white picket fence with a little yapping dog."
- Neuroscience is showing more about the brain
- Language helps us convey images and ideas
- "Hey, I know you're not ready to quit smoking but when you are or know someone who is please have them call me."
- Before language there is emotional intelligence
- Think of those days you accidentally feel good
- Build the foundation to harness that state of mind on purpose with anchoring
- Tie sensory states together
- Bring them up on queue
- Like hearing a song or smelling a smell
- "Well, let's see how it goes."
- Build rituals, go beyond habits
- Reboot so your software loads in the proper sequence
- The double-bind or alternate or assumptive close
- Change the names of things and they appear differently
- Bring out courses for your home meals to win over your children
- Let the customer discuss their problems quickly with an agenda
- Move towards the solution
- Most businesses are on Facebook because they think they should be
- Time in the room does not mean you're making a sale
- See people where they are
- Build systems
- Build value in advance to accelerate the close
- Work with focus and intention
- It'll influence your prospects and you
- Anchor spatial awareness
- Distance and disassociate (use my right hand to indicate the past since we read left to right)
- Point with my left to lead to the future
- If they answer with a back-story use your gestures to anchor it to the past
- Harness your people skills and do them better
- All communication is influential and manipulative to a degree
Links Mentioned In The Sales Podcast