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UNLIMITED POWER BY ANTHONY ROBBINS Copyright © 1991 by Robbins Research International. AM rights reserved. Reproduction in any form without the express written convent of Robbins Research International is prohibited. P.67 Continue this process until you have all the submodalities for the strategy. Then simply talk about something you want to motivate that person to do by using the same syntax and the same key submodality words and then judge by the results you produce in that person's state. Understanding strategy is absolutely essential to success in sales. You might begin, "I noticed you're using our competitor's copy machine. I'm curious. What was the very first thing that caused you to want to buy that machine? Was it something you saw or read about it ...or did someone tell you about it? Or was it the way you felt about the salesperson or product itself?" These questions may seem a little strange, but a salesperson who has established rapport will say, "I'm curious because I really want to fill your needs." You can also figure out what your own love strategy is. Love strategies are different from many other strategies in one key way. Instead of a three- or fourstep procedure, there's usually only one step. There's one touch, one thing to say, or one way of looking at a person that makes him or her feel totally loved. Does that mean everyone needs just one thing to feel loved? No. I like to have all three, and I'm sure you do too. I want someone to touch me in the right way and tell me they love me and show me they love me. But just as one sense often dominates overall, one way of expressing love instantly unlocks your combination, making you feel totally loved. How do you elicit someone's love strategy? You should already know ...but here it is in a written form: Download 1.31 Mb. Do'stlaringiz bilan baham: 
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