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How people buy : Seeing your client through his eyes
The Power of the Unconscious
Mental Maps and Representational Systems
Who are Visual customers
Eye Movements in the Visual Mode
Who are Auditory customers
                        Eye Movements in the Auditory Mode
Who are Kinesthetic customers
                        Eye Movement in the Kinesthetic Mode
What is your mental map
Establishing Rapport Instantly
Selling to Visual Customers
Selling to Auditory Customers
Selling to Kinesthetic Customers
Selling to Groups
Effective Listening : The Bottom Line of Trust
The Eight Steps of Active Listening
                        Value the speaker
                        Listen to what is not said
                        Try to hear the truth
                        Limit the time you speak
                        Stop thinking what you will say next
                        Listen to your customers point of view
                        Repeat your clients comments
                        Don’t take extensive notes while listening
Reflective and Paraphrase Listening
Shared Listening
Verbal Techniques That Build Trust
Using Key Words
Using Marked Out Words
The Fifteen Most Persuasive Words
Small Talk
Selling with Metaphors & Stories
6 Ways that Metaphors and Stories Help You Sell
Makes it more acceptable and eliminates resistance
Grabs the attention of your listeners
Simplifies Ideas
Touches the emotions of your listeners
Makes it Memorable
Enables customers to interpret it the way they want to
Building trust Non Verbally
Cross Over Mirroring
Matching Voice Patterns
Discovering Your Clients Buying Strategy
5 Steps to Discovering the Buying Strategy
                        Reveal Your Own Interest
                        Find Out Your Client’s Wants and Needs
                        Translating Needs into Benefits
                        The “Instant Replay” Technique
The “As if” Technique
Pacing and Leading : Bringing Your Client to the Point of Buying
Nonverbal Pacing
Verbal Pacing
Pacing a Group
Breaking Rapport
Stealing Anchors
Cashing Objections by Turning a No into a Sales Opportunity
Why Clients Object
                        Buying Something Represents a Risk
                        Client is Afraid to Make a Decision
                        Client is Suspicious
                        Clients Wants Absolute Proof of Product’s Claims
A 3 Step Process of Cashing Objections
                        Pace an Objection
                        Uncover the Intent Behind the Objection
                        Resolve the Objection with Unconscious Competence
Price Myopia
The Strategy of Feel, Felt, Found
The Strategy of Psychological Sliding
Closing Successfully
When and why to close
Four Rules of Thumb for Closing
                        Close When Client Wants to Buy
                        Close After Handling an Objection
                        Expect to Close a Minimum of Three Times
                        Instill Sense of Urgency of Buying Now 
Buying Signals
                        Making an  Affirmative Statement
                        Asking a Lot of Questions
                        Calling in Somebody for an Opinion
                        A Positive Change in Posture
                        Alertness and Paying Attention
                        The Slow Head Nod
The Slow Head Nod with a Smile
                        Extensive Pupil Dilation
                        When Eyes Get Bigger
                        Changing Voice by Raising it
                        Gestures that Show Interest
                                    Scratching a Part of the Head
                                    Rubbing the Chin
                                    Lost in Thought
                        Buyer Possessiveness
                                    Wanting to Hold on to Promotion Material
                                    Asking for More Copies of Promotion Material
Signals of Not Ready to Buy
                        Uncomfortable or Fidgety
                        Leans Backward After Leaning Forward
                        Not Attentive
A Fast Nod and Trying to Hurry up
                        Returning a Sheet After a Quick Glance
                        Pushing a Sheet Aside
Closing techniques
                        The Trial Close
                        The Assumptive Close
                        The Alternate or Choice Close
                        The “I Recommend Close”
                        The Benefits Close
                        The Ultimatum or Last Chance Close
                        The Recurrent Yes Close
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