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Persuasion (18 Identifying what the market needs (Collecting Yesses (over…
Persuasion
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10 Attracting investors
Everybody who has done great, needs investors
heidi halverson, no one understands you
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what does work for the powerfull:
1.Story in their head
2.Research/be prepared
3.Be a character in their story /Find out their agenda and speak to their agenda
-get more power
-make world better place
-topic they are already interested in
11 Objecting strategy
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step one:
patterns - find what people are worried about over time
=> take top 20% and clear those doubts pre-emptively.
step two:
build congruent conversation
=> mention doubts in beginning - middle - end
- direct matching keywords
- positive connotation
=> buyers are preprogrammed to have understanding of their would be doubts
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12 Story in their head
- You cant change the story
- Know the inner mind of customer
(Everybody is different nowadays, not so generilized groups)
- Non-explicit polling tool (dont ask straight, use analytics on websites yms.)
- Direct matching keywords
- Mute your phone (listen, ask whats your story, why are you here looking this x thing?)
- Replay story
Four Basic-story types:
- Practical story
- Action
- Social
- Emotional
1.What was the story in your head when you went to buy something relatively big?
- whats your awerage customers story? (rich and worried about taxes or broke and worried about feeding family..)
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20 Building Ambassadors
- How can you eject more personality in your work?
- Are there marketing ambassadors marketing for you, you should have them.
- Whats social media that you should be on?
- Introduce other people to each other who could benefit each other.
- Lining your Dominoes up with Gary Keller
Sales Funnel
- Find a customer where they are willing to say yes
- move through the dominoes
- part samples and cheap stuff
- exeed their expectations on every step
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