Instant Report

All things being equal we do what we have always done... so, when selling uncover your clients buying criteria to learn exactly how they have bought in the past.

Rapport:

People like people who are like them

People do not care how much you know until they know how much you care

People most want to be welcomed, understood, appreciated, and accepted.

Communicate clearly... occasionally use words

Open with: Have you ever met someone and the moment you met them it’s just right now you immediately like ‘em?

Mirror and match macro posture and large gestures

Mirror and match micro posture and small gestures

Mirror and match breathing

Mirror and match muscle tone and tension in neck, chest, and arms

Recognize and utilize KAV language

Follow up any praise with "the reason I say that is..." and then tell them why.

When your prospect goes negative go more negative than they are. Prospect: "I had a bad experience with this in the past" You: "It sounds like your experience was awful can you tell me more about it?"

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Larry Farris is a White House trained sales and persuasion coach.