The first time I met Jeffrey Gitomer (author of The Sales Bible), he made an incredible impression on me. These 12.5 secrets are dedicated to my friend Jeffrey…
Whether your first meeting with a person or a current meeting with someone you already are familiar with, the first few minutes are more than critical to the outcome, they are essentially…the outcome. Harvard tells us that the first thirty seconds of a meeting are critical. I agree, with the added note that each of the first few seconds of any influential encounter are the most important.
With this in mind you can make some significant preparatory efforts so your message is received with the greatest likelihood to draw a “YES!” response.
- Dress about 10% “better” than you expect your client/customer to be dressed. Do not overdress or underdress. Both of these choices are considered disrespectful by clients.
- People feel most comfortable when others seem to be like them in appearance, beliefs or values. Predict the values and beliefs of your clients and customers and emulate or at least be aware of these factors so that you are prepared to make your best first impression.
- You should be immaculate when you meet your client/customer. This means you should smell clean (not necessarily heavily cologned, as many men and women use far too much of the smelly stuff), have your hair trim and neat, and physically appear as good as you possibly can.
- Find out what values are most important to a person in doing business with you and those values relevant to your product/service. “What is most important to you in possibly doing business with me?”
- Ask your client how he knows when he has his values met. (If he tells you fast service is a high value, ask him, “How do you determine what fast service is?”
- Ask your client: if you give him his highest value, (Fast service in this instance) will he work with you? If not, then what really is his highest value. (He’s holding back and you have failed to develop a trusting rapport to the moment.)
- Be certain that you know what your client NEEDS your product/service to do. Needs and values are often different from each other and we aren’t interested in what your service COULD do for your customer but what it MUST do for your customer to be loyal to you. “If you had to pick one thing that our service/product must do for you what would it be?”
- Be certain to note the client’s speaking and listening pace (they are generally identical) and match them as closely as possible. Do not speak so fast that your client fails to process what you are saying (if your client speaks slowly) and do not speak slowly if your client processes rapidly (clue: your client speaks rapidly) as you will bore him.
- If you are nervous about your meeting for whatever reason, then your client probably is as well. Take advantage of the brain’s organization and keep your client to your right if possible when shaking hands, sitting and communicating. This accesses more of the left brain for both you and your client and allows you both to relax and perform more analytically.
- When meeting with women (regardless of whether you are male or female) you should try and keep your eye level below that of your counterpart. Research reveals that almost all women are more comfortable and less intimidated when their eye level is higher than those around them.
- When clients are particularly emotional do not exceed their level of emotion as you model their behavior. Do allow yourself to be somewhat upset/concerned by the cause of their anger. “The city is making you pay an extra $20.000 for your license this year? What is THAT about!”
- Be familiar with the terminology of the business/profession of your clients. Research reveals that using the exact same buzz words and corporate lingo your customer does identifies you as an insider and makes your client more likely to say, “Yes” to you.
12.5) Show sincere interest and fascination with your client/customer, their interests, pursuits and business. Nothing is as important in building rapport than an honest and caring interest in the person you are trying to influence.
Science of Influence: Strategies & Syntax of Persuasion
12 CDs and 130 page Manual
“Wow! The Science of Influence is the best information I have ever come across. I went to church with my mother this morning and instead of focusing on the sermon, I was thinking of ways the minister could be more effective in his PRESENTATION. By just taking the flock into the future, and appealing to the group mentality he might have gotten one yes, he did not get any. The fear of not being in the flock for eternity may have swayed a few heads, as well. The applications are endless. Lookout, because once I have absorbed this information thoroughly, there are no limits on my ability to influence. This information is so powerful, a license should be required to use it. Amazing. Thanks.” Steve Hutcherson, St. Charles, MO
- Universal Principles of Influence in Business and Relationships
- The Omega Strategy
- Mastering Omega Strategies
- Framing Techniques and Strategies
- The Keys That Unlock the Doors to Their Mind
- The Laws of Influence: Applications
- Mastering the Laws of Influence
- The Guarded Secrets- Confusion, Amendment, The Dominant Value and Strategic Framing
- Mastering the First 30 Seconds / Making Incredible First Impressions
- Proven Strategies and Techniques that Get to Yes!
- Metaphors and Emotions that Successfully Change Behavior
- Utilizing the Brain’s Perception and Projection to Change People
Here are just some of the incredible things you will learn when you receive the first 12 cds in the series:
- Discover which of the desire to gain or the fear of loss is TRULY the far greater motivator and how to harness that power in your persuasive messages.
- Learn what may be the single most important element of influence you have ever been introduced to. I have NEVER released this information on audio, video or in manual form
- Discover how skeptical and non-skeptical people perceive and respond to persuasive messages in a VERY different fashion. (Hint: If you don’t know this information you will automatically lose almost 1/4 of all of your encounters.)
- Ethical techniques to hypnotically enter another person’s mind and reshuffle their deck!
- The one way that reciprocity can blow up and completely backfire.
- How to prepare your unconscious mind to always present the right body language at the right time.
- There is one KEY factor in making your clients decisions permanent: Here it is!
- How to specifically use Hypnotic Confusion in influential messages.
- The One Question that someone MUST say “Yes” to every time!
- The most effective non-coercive way to gain compliance on record.
- How do you create metaphors…based upon the person/audience you are speaking to?
- So much more!
12 CDs with Complete 130-page Manual all included in this set The CDs are easy to listen to at home, at the office, or while commuting. But when you really have time to absorb and integrate these skills, you can use the manual to assist you in your learning experience. There are plenty of exercises, techniques to apply and key points you will not find anywhere else. There are even IQ (Influence Quotient) tests for you to take, just for fun!
Science of Influence Volumes 1-12 plus 130 page Manual