The Secret Language of Influence

In this summary, you will learn: 1) How to identify a sales prospect’s decision-making process; 2) How to align your approach with this process; and 3) How to achieve a strong, positive mind-set. Take-Aways: • Customers make decisions in different ways. • Identify your prospects’ decision-making style and choose terms that resonate with them. • Don’t use weak or uncertain language when talking to prospects. • Anticipate the half-dozen most common objections to your offering and prepare responses you can adapt to meet specific situations. • Persuade people by fitting your presentation to the way they speak, the way they assimilate information, and the way they prioritize benefits or solutions. • Doing something unexpected causes a “pattern interrupt” and forces a new perspective. • A “behavioral contract” is an agreement between the buyer and the seller that determines if they want to work together. • Evoke emotion by telling stories and asking questions. • Keep a healthy outlook by learning to handle rejection, boosting your resilience, maintaining a healthy work-life balance, and setting goals and priorities. • Practice “positive self-talk.” Request Free!

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