If you are a Persuader (who isn't), this book can teach you techniques of persuasion that will allow you to navigate the persuasion, and make your offers (or get them to do what you want) while minimizing -- even com,pletely eliminating resistance from their heads!
The goal of this book is to introduce a special way of looking and treating the persuasion process, so that resistances are targetted and neutralized, while giving you unprecedented leverage in how to control people much more smoothly and consistently.
You can collect all the trial closes and fancy shmancy persuasion techniques in the world -- but if you lack the innergame or how to see the whole picture? You wont successfully persuade and get the Compliance (acceptance of offer, target makes the desired action etc.)!
If you can master resistance? You can master persuasion! And No persuader can succeed without mastering neutralization of resistance.
For my readers interested in subjects on how to be a Spy, or on how to be a Con artist? Well this book does not cover those subjects directly, HOWEVER to learn how to spy for example requires the skillsets of getting compliance and simple resistance management -- which are indeed covered in this book.
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Table of Contents
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Table of Contents
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
Social Proof positive or negative
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
