PROGRAM FOR USING WORD-POWER

TO MAKE OTHERS SINCERELY YOURS 

(1) get them thinking positively-------

"you've wrapped your client up the moment he starts nodding 
yes to easily answered questions. Set the stage for this. 
Eliminate all negatives. Keep him saying yes. Keep him off 
balance with your pitch until you're ready to close the 
deal.

"how can you make people receptive to you? How can make 
them more pervious? 
"you do it by saying things that are agreeable to them. You 
talk in terms that create no back- talk, no resistance. You 
talk the language lay people under stand. You develop 
similar goals and agree on the same matters. Once you get a 
prospect saying yes to that on which you already agree you 
can suck him into the sales trap. He will be placed in a 
position where he can't retreat. He can't withdraw because 
he's already committed. With this in mind keep your sales 
pitch positive. Permit no negatives to enter the picture at 
any time. Keep that person saying "yes" by punching across 
the positives at all times!"

(2) KNOW WHAT'S IN THE OTHER PERSON'S MIND--------- 

"hear him out. Give him ample time to talk. Learn by 
listening and watching. When you see the opportunity step 
in for that all important signature on the dotted line. The 
only alternative is CASH!'.

(3) UNDERSTAND THE OTHER PERSON'S PREJUDICES. 
(4) WATCH FOR PRECONCEIVED IDEAS. 
(5) WAIT FOR HOT EMOTION TO COOL OFF. 
(6) AGREE WITH THEM------ 

What does it cost to disagree? Everything! The moment you 
lose tempo with the other person you're dead. So's your 
product. You have lost a friend and killed your own 
possibilities for success. By the wrong use of words you 
lose all of us money!" 

(7) APPEAL TO THE EMOTIONS OF OTHERS-----

"people act in accordance with what they feel and too 
seldom with what they think. The person who would be a 
success cannot afford this. Emotions must play no role in 
his decisions or acts. His reasoning has to control him at 
all times. 

(8) KNOW HOW THE OTHER PERSON FEELS------ 

"in selling and dealing with people you deal with them 
through their senses and sensitivities. You deal with 
people through their eyes….. not through yours! You deal 
with them through their emotion. Not yours! So understand 
their prejudices. Understand their hurts, their hates, 
their grudges and suspicions. Understantnd their fear. Most 
of all understand their wants!. 

(9) DEMONSTRATE SYMPATHY, KINDNESS AND UNDERSTANDING------

"even in the most frustrating moments, be kindly. Later, in 
privacy you can beat hall out of a punching bag or kick a 
garbage can in the alley or run a lonesome mile to get rid 
of your tension."

(10) ADMIT WHEN YOU'RE WRONG----- 

"there's no faster way to get through to people than the 
frank admission that you've made a booboo. Be frank! Be 
honest! Say you were wrong, or in error, BUT DON'T 
APOLOGIZE! Such an open admission steps you up in the other 
person's eyes. If our furniture proves to have a flaw, we 
take it back promptly. No questions asked. The customer may 
be dead wrong but for money's sake he's always right!" 

(11) BE DIPLOMATICALLY LAVISH WITH COMPLIMENTS------- 

"compliments are meaningless to those who have often 
achieved. They are empty phrases unless they touch on 
something intimately personal. For example, jack Thompson, 
division manager of Crile Motors is champion golfer. Time 
after time people have congratulated him on his consistent 
wins and he doesn't hear them. The moment you talk about 
his blue ribbon setters his ears perk up. His dogs are his 
pride and his joy. His golf is a method for publicizing his 
car business. So to touch Thompson on a sensitive spot you 
touch his pride and his joy…. His dogs."

(12) GET PEOPLE TO MAKE DECISIONS-------- 

"A sale is never a sale until it's closed! It's never 
consummated until a decision is made. Because of this you 
have to develop the words that make people feel they have 
made the right choice, that which they have chosen is first 
grade. Remove all doubts.eliminate their fears. Make them 
feel secure. Wipe out all possible phases of indecision.