| a. Make use of rhythm. Speak with a rhythm, tap | | | | to not think about it, your mind first has to |
| your foot, your finger, or a pen. Regular beats | | | | create an image of a pink elephant. So to use |
| are trance-like, and appeal not only to the flow of | | | | negations (no, don't, doesn't, didn't etc) |
| what you say, but to the unconscious parts of | | | | effectively, make sure that what you are asking |
| the brain. Having music playing in the background | | | | your client to negate is actually something you |
| while you're talking to clients is another great idea | | | | want them to think about in the first place.g. |
| - they'll already be in a rhythm and you simply | | | | People learn in a variety of different ways. For |
| need to match it and lead them from there.b. At | | | | some a visual presentation will be more effective, |
| the end of any sentence, use any adverb to give | | | | while others might be more receptive to sound or |
| a descriptive flavor and additional impact. "This | | | | touch. Use all three in combination to make sure |
| product will help you increase productivity easily, | | | | your message gets through effectively.h. |
| quickly, and dramatically."c. Use double meanings, | | | | Likewise, people communicate in a number of |
| euphemisms, and inoffensive innuendos. While | | | | different styles (i.e. auditory, feeling, visual). A |
| your clients' minds are occupied figuring out the | | | | client will usually give you clues as to which style |
| double meaning, you can lead them onwards.d. | | | | they favor, such as "I see that your product has |
| Create tension, and then release it using humor to | | | | this feature" or "I hear prices are set to fall" or "I |
| take the edge off touchy situations and lighten | | | | just don't feel comfortable spending this much |
| the mood.e. Only ask questions that will give you | | | | money at the present time". Once you've |
| the answer you are looking for. | | | | identified your client's preferred communication |
| For instance, "Do you want to buy this product?" | | | | style, gear your language patterns to that |
| gives the client an opportunity to refuse, while | | | | particular style.i. Practice active listening. Ask |
| "I'm sure you'd like to trial this product, wouldn't | | | | questions and really listen to what your clients' |
| you?" is almost guaranteed to get you a positive | | | | say. Mirror back their comments to show that |
| response.f. Keep in mind that negation is not | | | | you are engaged in the interchange. And speak |
| processed by the subconscious mind. | | | | much less than you listen, until you are sure you |
| This is the point of the old saw - don't think about | | | | know the best way to approach your deal. |
| a pink elephant in the middle of the room. In order | | | | |