As for the “weave,” it’s about how you orchestrate the prospect’s experience. Think of the nightly television news. Each topic usually could have been any number of different events, but they have time for one. They often pick the news item because it really is the biggest news, but often, they just pick it because More...

I want to make sure you really get this business about “connecting” and “weaving.” These are natural communication methods. They never look like technique, they never come off as artificial, and they never make the customer feel pushed or pulled. There’s nothing cloying, annoying, toying about it. My grandmother used to say, “I never manipulate More...

I know you like to read, but did you start that list from the last piece? Go ahead, jot down a few ideas to get your subconscious cooking. More will come to you later because you created the “file” in your mind. Putting a question-based project like that in your head gets answers; sometimes when More...

Think about your offering. List a bazillion ways that your offering “ deserves The Four Big Beliefs. Remember to include how they experience pain without it, and pleasure with it. Include the value. Include how people will view them. 1. How is it painful not to have it? Bad consequences? A gap or missing piece of life? More...

People have all sorts of resistances to buying things, as I have mentioned. And I’m not talking about “objections,” which are conscious concerns that a person can put into words. A resistance is something that subtly holds a person back. You might be able to put it into words, but they usually don’t sound very More...

It’s common knowledge that people should have life insurance. The reason so many people go without it is that it is easy to put off, and that death is an unpleasant subject that people would rather be in denial about, at least they would until they gain sufficient wisdom through age and adjustment to the More...

Help the person experience the pain of not having your product! What is the pain? It is the unfulfilled craving, the emptiness where it belongs, what people think of you if you don’t have it, the bad future consequences of not having it, etc. You could go on for miles, right? No? Well start a More...

The previous section has moved us parsecs toward the gift of influence mastery. Let’s put a bow on it by creating decisions on fire; let’s fire up the buying decision. You’ll see that the items we cover in automatic behavior give you a good foundation for intuitively deploying this section. There once was a sergeant More...

Linkage: Take an established fact, and link it to another fact that is closer to the sale. “Now that you realize that this model fits your needs best, you’re ready to experience it at home in our new free trial offer.” Agree and reframe and redirect: When someone makes a general statement that goes in the More...

Have you ever thought of yourself as constantly working your vagueness control? You are always being vague. I can prove it. Find a really irritating person who will ask why or how after each thing you say. It will take a while to get so specific that there aren’t any more why or how questions More...