The Psychology of Buying and Selling

• How people buy: seeing your Client Through your Clients Eyes
• The Visuals
• The Auditories
• The Kinesthetics
• What is your Mental map?
• Establishing Rapport : The key To Big Money
• Selling to Visuals
• Selling to Auditories
• Selling to kinesthetics
• Selling to Groups
• Effective Listening : The Bottom Line of Trust
• The Eight Steps to Active Listening
• Reflective and Paraphrase Listening
• Shared listening
• Verbal Techniques that Build Trust
• Using Key Words
• Marking Out
• The 80 most Persuasive Words
• Reframing
• Small Talk
• Selling With Metaphors

Techniques for a Successful Marketing Strategy

• Mirroring : Building Trust Non Verbally
• Mirroring
• Calibrating
• Cross Over Mirroring
• Matching Voice Patterns
• Eliciting Outcomes : Discovering Your Clients Buying Stretegy
• Five Steps to Elicting Outcomes
• Pacing And Leading : Bringing Your Clints to the Point of Buying
• Non verbal pacing
• verbal pacing
• pacing a group
• Breaking Rapport
• Anchoring
• Stealing Anchors

Closing and Negotiating Successfully

• Cashing Objections: Turning a No into a Sales Opportunity
• why clients Object
• Cashing objections - a Three step Process
• Disassociation
• Feel, Felt, Found
• Psychological Sliding
• Closing Successfully: A Matter of Attitude
• When and Why to Close
• Buying Signal
• Closing Techniques
• Putting together a 21 day plan of action ! !