How to Talk So People Listen

People are skeptical and gun shy. They have tried things and they haven't worked out or heard about someone who tried and failed. And they don't want to be the next one to fail and lose money.

The first thing and the most important thing to know is that the most persuasive people in the world have one thing in common: They've learned to control their emotions. In order to persuade and influence others you must be able to assist your prospects in controlling their emotions; those of fear, anxiety and nervousness.

As you are talking with people you can think about your conversation with them as the map on the back of a hotel door. It's got the YOU ARE HERE mark and the path that leads to the EXIT. You must decipher where your prospect is to understand how to get them (and their emotions) to the “exit” (buying state).

I believe that persuasion and influence are the abilities to assist people in getting what they already want.

Ask them "What's not Perfect in your Life Yet?" The YET in this question pre-supposes that their life can be perfect, and also gets them talking about the issues they currently face.

Getting smaller commitments lets the person feel like they are making the choice to engage with you, puts it on their terms and keeps the door open for you to guide them to make a powerful decision.

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