Selling Yourself To Others: The New Psychology of Sales by Kevin Hogan;William Horton

Author:Kevin Hogan;William Horton
Language: eng
Format: epub
Published: 2011-07-09T22:04:00+00:00

The next ones will put you light years ahead of your competition.

5. Loyalty. This is one that will keep your clients around. Have them tell you something that they are loyal to, and how good they feel about being loyal. As they describe it, agree with them and anchor it to you with a natural movement such as rubbing your hand through your hair. The key is how they feel when they are loyal; that's what you want. This is they way to ensure long-term relationships, as long as you live up to your part of the deal.

6. How they feel when they have made a good decision. You get your target to talk about a good decision they made, and as they describe the decision you agree and anchor that state to you or your product.

7. How they felt when they made a bad decision. As they talk about this negative experience, anchor this negative state to your competition, or at least point away from you.

8. Excitement. Get your target to talk about anything that gets him/her excited. Sports, kids, anything that puts your target into the excitement phase. You will use a key word to anchor this state to your voice, if possible. This will get your target to take your calls and talk to you.

9. Doubt. This is another winner for the salesperson. You may anchor in a state of doubt, so if your target brings up objections you may use this anchor to establish doubt regarding their objections.

10. Patience. This could be a deal saver if you need to get some extra time for the products or project. Have your target describe a situation in which he required patience from someone or something he was dealing with. Emphasize his appreciation of this patience. Anchor in this state appreciative patience. The covert key here is how he felt when someone had patience with him.

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