Description

There is no sales page, so don’t ask. This is an essential skills monthly webinar. Here is the description provided with the video. What you say gives your anchors direction. How you say it gives your ideas fuel.4 simple concepts that you can easily remember.1- Connecting- What they are thinking…. where we want them to go.How does this match up?Does this fit?Is this a match?How is this like that?What do you like about ….?What works for you in ….?What part of this do you think we need to look at first?Do you see how this fits / would fit.Where do you think we could get started?What do you think we should work on first?Where is the best place…?Business – We have been looking at several things today which one is the best fit for you?Social – I have several places we can go which one would you enjoy?2 – Disconnecting- Sort for negative- get them to reject the idea. Sounding positive with a bad anchorIf you compare these?Does any part fit?What is the difference?Would this be?Business – We might not get everything you want, would this be a problem for you?Social – If you think about going here or going there, what would you want to do least?Propel with good and bad anchor3 – Scarcity- Can they live with missing outIs it okay if…?As long as you can live with…?If you can sleep knowing…?If you don’t mind ….X?Business – As long as you don’t mind missing out on this house…. we can wait or keep looking.Social – If you don’t mind waiting, we can get together another time.4 – Killing the deal killers – redirecting auto pilot reactions, validate and steerNormally that would be trueI would agreeI understand your thinkingLet’s get back to that in a moment because it is importantBusiness – Normally I would agree that the price is high, let me show you what you are getting.Social – I understand why you want to do that, let’s try something different.