Identity shifting is a tremendous sales resource. We’re going to build upon the automatic behavior triggers of the previous section. For identity shifting, we need to ask questions such as, “What do the prospect’s actions do to help define, redefine, or refine who they are in their own or others’ eyes IN the direction of More...

Now ask yourself, what things in the sales environment have “old” associations. By old, I mean long-standing and used many times. I’m sure you won’t be surprised to know that this is grounded in neurology. The more you fire a neural pattern in the brain, the stronger that pathway gets. It could be a mental More...

Since we’re on the idea of value and automatic behavior, lets get into more detail to help you in your quest for fine-tuning your sales conditions. You don’t want to miss out on any automatic buying or valuing triggers that will work to your advantage. Let’s start with that famous wine-pricing example of Chivas Regal. For More...

In my business, key efficiency triggers are my professionalism, knowledge, and judgment. Playing this up and fostering my reputation for these traits activate those triggers. As I have shown, the efficiency trigger is a pressure trigger. The prospect has various pressures in this example. I provide all the triggers I can to intensify this. I More...

Have you ever tried to explain water to a fish? You’d be wasting your time because, for a fish, water is simply a universal; it’s the very fabric of reality. Well, how about value? Gauging things for value is a behavior so prevalent that it is almost like the air we breathe. It is constant More...

You can put a number of simple triggers together to strengthen the effect. Let me share with you a way that I do that. I consider it a point of pride and of professionalism to not over-sell life insurance. From a selfish point of view, I would say that my reputation depends upon commitments such as More...

You’ve probably heard about the importance of body language. You use it to establish rapport, to show confidence, to be non-threatening, to show cooperation and openness, and to trigger positive states in yourself. But what about triggering automatic responses in others. Remember, we aren’t just talking about something like rapport or an impression. We’re talking More...

There is a fellow who sells memberships in a buying club. He’s gotten into some trouble because of being too greedy. But here’s his business. It offers discounts for merchandise that he can get as a retailer. He claims to offer it for less than the department stores. His sales pitch involves getting unsophisticated people More...

I can sell to people that most other salespeople can’t. I’m talking about people with difficult personalities. It’s partly my nature, but it is largely because of what I have learned about human diversity. I got into this subject because of someone I care about very much who has struggled with a mental illness. The More...

Valuation: We constantly evaluate. If anybody tells you to stop being judgmental, ask them how. I think it probably takes years of meditation on a mountain, and then only if the high altitude kills enough brain cells. Value is very psychological. A product or service can veer wildly up or down in people’s estimation depending More...