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Quiz the Expert
"What Do You Know?"
Googling has made 21st-century man the expert on everything in the world. Your prospect assumes that they are the expert in their field so find out what they know.
• Take control of the conversation
• The magic phrase "what do you know?' moves the other person’s position “from one of certainty to one of doubt.”
Example:
• What do you know about everything that has changed since (insert event)?
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The Good News
• "The Good News is .." this phrase is very much relieving to anyone in any situation.
• As much as we seek out drama we also love to see conflict resolution.
Example
The good news is we already have a backup ready to restore the damage
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Just a tiny favor
Your prospect is your greatest ally,
Asking for a favor is powerful,
• Cue: ask this will be when someone says "thank you".
Example
"Can I ask you a favor to refer this to someone you know will get value from this product"
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Be a storyteller
"Just imagine..."
"We are hardwired for narrative: stories help us understand the world around us, empathize with others, analyze the past, and make decisions for the future."
• Stories invoke our imagination this is a powerful trigger in tapping into the emotions
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The three options
Avoid analysis paralysis ( inability to choose when we have to choose from several options.)
• Offering only three options; afterward, just ask the other person
Example:
“Of those three options, what’s going to be easier for you?”
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Pitching to a prospect
"I'm Not Sure If It's For You But..."
• Puts the listener at ease, there is no pressure to take action
• The "but" in the end will shift the focus of the subconscious mind to the rest of the sentence as more important.
Example.
I’m not sure if it’s for yo...
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K.I.S.S
Keep It Simple Stupid
Buying is an emotional experience where logic takes second place.
What is the problem you want to solve, and what value are you trying to add to the other person's life?
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Create FOMO
"Most People.."
Indecision is usually caused by the anxiety and uncertainty of the outcome. People have confidence in making choices that other people have taken and have benefited from.
• Adding "most people" does will make you seem more confident in the suggestions ...
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Tap into the emotion
"How Would You Feel If?"
We all have a great fear of losing what we own -what is MINE.
• Tap into those emotions of potentially losing something valuable
Examples:
• How would you feel if this decision led to your promotion? (the “if-success” trigger; “...
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The Curious Cat
"Just Out of Curiosity"
Be curious about the other person instead of trying to convince them to find out why and how they think the way they do.
Examples
• Just out of curiosity, what is it that’s stopping you from moving forward with this right now?
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Making time to meet
"When Would Be a Good Time?"
• Asking "when would be a good time to.." gives you and the prospect a time frame ( a deadline)
• Don't rush the request
Example
When will be a good time to look into this idea?
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CURATED FROM
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Words that work like magic...
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Double check an expert's view
In order to make sure that you are adopting a valid position of a true expert, try out the below techniques that will help you determine how well the person really masters his or her field:
- Whenever a person claims to be an expert in a field where they do not have previous experien...
Popular Culture: You Make the Meaning
The definitions of pop culture proposed by professor John Storey seem to change depending on the context. Since the 21st century, mass media has changed so much that it is difficult to establish how they function.
- In 2000, "mass media" meant only print (newsp...
Nurturing The Mentor Relationship
- One has to really connect with the mentor and get to know them. You can ask what they do during weekends, what books they are reading, and their hobbies.
- Connecting at a personal level is refreshing for most people, who would want a break from their work.
- Be career-specifi...
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