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I - Nature of the Offer
Targets TRUE need for the offer
The Size of the Compliance
People don't like to be sold to
Pull back tactics
Safety/Dangers/Integrity
II External Factors Influencing Resistance or Acceptance
Time
Based on you or offers past performance
Presentation of yourself and offer
Future Projections
Speed
Decision making
Values/Social Conditionings/Family/Corporate Values etc…
Buyers Remorse
Targets personal criteria and metaprograms
Target's stock knowledge and experience about the offer at hand
Positive or Negative effects the perception of the offer directly
Relationship Dynamics/Frame
Prospect in relation to the item
Persuader’s relationship with the offer
3rd Party Opinions
Advisers and Invisible decision makers
III Compliance or Resistance
Logical resistance
They don't like you personally
They decided on another offer
Emotional or State based/BT
Baby steps leading, to sneak past resistance
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