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suggestion.
3. Tell the person that when this time in the future happens, they will automatically
remember this suggestion.
It's very important to do this regularly when you get a commitment or agreement. This
will save you much heartache!
Page 65 Copyright © 1995-2000 by Kenrick E. Cleveland. All rights reserved.
Maximum Persuasion 2000 Home Study Course
Closing
The final patterns I'd like to give you are my two favorite closes. I use them both with
great success. On this subject, I hope by now, you realize that there is nothing better than
a good presentation to help you secure any agreement -- whether you are negotiating,
selling, speaking or writing.
These two patterns are especially helpful in a "sales" context.
Closing Pattern #1
It goes like this. After you have completed your presentation and it's time to secure the
agreement, ask:
Is there anything else you need to know in order to go ahead?
This works well because in this case, a "No" really means "Yes!" Also, if they say, "Yes,"
then you still are in there and can get to the bottom line. Either way, you haven't lost the
sale.
Closing Pattern #2
Again, after you have completed your presentation and it's time to secure the agreement,
do the following:
1. Summarize why you are there. "We got together today because..."
2. Say, "You decided to take care of [handle, fix, do something, etc.] [feed in their
criteria]."
3. Say, "I'd like to [enroll you, schedule our first meeting, ship the product, etc.] for all
the obvious reasons."
4. Ask, "Is this what you'd like to do?"
That's all there is to it! Usually, people will ask you how they can get involved with
whatever you're doing if you have presented what you do well enough.
Page 66 Copyright © 1995-2000 by Kenrick E. Cleveland. All rights reserved.
Maximum Persuasion 2000 Home Study Course
Table of Contents
FIRST THINGS FIRST ................................................................................................................................1
RAPPORT THROUGH PHYSIOLOGY ....................................................................................................3
THREE WAYS TO PACE A PERSON'S NON-VERBAL BEHAVIOR................................................................................................3
THINGS YOU CAN MATCH WHEN PACING ....................................................................................................................................4
PACING & LEADING ..........................................................................................................................................4
CALIBRATION / SENSORY ACUITY.................................................................................................................................................4
Three Rules For Successful Communication.....................................................................................4
VERBAL RAPPORT ....................................................................................................................................6
REPRESENTATIONAL SYSTEMS..........................................................................................................................6
The Three Main Coding Systems.......................................................................................................7
WHAT THE EYES TELL US ABOUT REPRESENTATIONAL SYSTEMS .................................................................................... 10
ADDITIONAL INFORMATION ON RAPPORT................................................................................................................................ 10
BACKTRACKING VERBAL RESPONSES ....................................................................................................................................... 11
PACING MOODS, OPINIONS AND BELIEFS .........................................................................................................11
PROCESS VS. CONTENT .........................................................................................................................13
WHAT TO LISTEN TO ....................................................................................................................................................................... 13
THE 18 MOST POWERFUL WORDS FOR PERSUASION (AND HOW TO USE THEM) .............15
ADVERB/ADJECTIVE PATTERN...................................................................................................................................................... 15
AWARENESS PATTERN ....................................................................................................................................18
TEMPORAL PATTERN.......................................................................................................................................21
SPATIAL CATEGORY ....................................................................................................................................................................... 22
CAUSE AND EFFECT CATEGORY.................................................................................................................................................. 24
QUOTES PATTERN ...........................................................................................................................................25
IMPLIED CAUSE & EFFECT...............................................................................................................................26
COMMANDS CATEGORY ..................................................................................................................................27
CRITERIA ...................................................................................................................................................29
THE EIGHT MOST DANGEROUS WORDS..........................................................................................32
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