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Straightline Selling - Coggle Diagram

- - - - Certainty, Clarity, Confidence & Courage.
      - Olfactory Anchoring - Use A BoomBoomEnergy to Anchor Your State to it. Choose state, wait for it to happen, use the boom boom while clenching your fists and saying yes, do it again after 10 seconds. Repeat when that feeling happens again to stack them.
    - - Upbeat When Cold Calling - Hi, is this John? - Upbeatness
      - Line up statements as questions - This is Boban? From ABC? Vienna, Austria?
      - Mistery & Intrigue
      - Scarcity
        
        Verbal Scarcity -> Tonal Scarcity aka Above a Whisper with an Oomph -> Informational Scarcity
      - Absolute Certainty - Firm, Definitive Tone.
      - Utter Sincerity - Calm, Smooth & Confident, Low Pressure Tone.
      - The Reasonable Man - Used at the beginning when asking for permission - You raise your voice up at the end of the sentence?
      - Hypothetical, Money Aside Tone.
      - Tonality Of Implied Obviousness
      - I feel your Pain Tonality
    - - When talking to men corner off, when talking with women face them directly.
      - Dress Well for your profession, Eye Contact, Mirroring, Open Posture, Firm Handshake
      - Matching - Pace, Pace, Lead.
    - - I don't sell things to people who don't need them.
      - Prospects in heat, Prospects in Power, Lookie-Loos,
        
        The Lookie Loos - Ask many questions which they seem to know answers to, they kick the tires of whatever you are selling almost to the point of overkicking them, they let out a large number of ooos and aahs to show interest, they are super overconfident or extremely vague about their finances.
        
        You are sifting for gold, always ask for permission to ask questions, always have a script, go from less invasive questions to more and make them make sense in order, tonality, body language, must follow a logical path with questions, don't resolve the pain immediatelly thats for the presentation, end with a powerful transition, don't spiral off to pluto.
      - The Presentation
        
        Rapport - He cares about me, understands me & feels my pain.
        
        Script
        
        Must Not Be Front Loaded - Do Not Disclose all Benefits up front.
        
        Focus on the Benefits not Features.
        
        Must have stopping-off points.
        
        Are you with me? You follow me so far? Make sense?
        
        Write in the spoken word, not grammatically correct English.
        
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        Sample Big Picture Questions
        
        What do you like or dislike about your current supplier?
        
        What is your biggest headache with your business?
        
        What would be your ideal program if you could design it?
        
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        How long has this been going on? How has this effected you etc?
        
        Looping
        
        "I hear what you're saying John, but me ask you a question, does the idea make sense to you? Do you like the idea?"
        
        "Exactly! It really is a great buy at this level! In fact, one of the true beauties here is..." - After you gauge the answer to the previous.
        
        Let me ask you another question. If I had been your X for X years, you wouldn't say let me think about it, would you?
        
        My name is X, I am your X at company X, and I've been here for X years, and I pride myself on...
        
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        The Second Objection - I know what it means when you say ask spouse/more time etc. you will forget cuz you're busy and will miss out, even though you like the idea.