http://championsway.com/thecway - Sean "The Shark" Jimenez covers the Psychology of Selling at The CWAY Miami 2010 - Martial Arts Business Training, Technology Classes and a Great Place to Network.

1. The Psychology of Selling Learn how to Persuade and Cash in! Hosted by Sean “The Shark” Jimenez

2. SWAGGER Hosted by Sean “The Shark” Jimenez

3. Weapons of influence…. Reciprocation Contrast Perception Liking Commitment The written word Hosted by Sean “The Shark” Jimenez

4. Reciprocation Hosted by Sean “The Shark” Jimenez

6. The rule says that we should try to repay in kind what another person has provided us.

7. If someone sends us a bday gift, we must send one in return. If someone sends us a Christmas card, we send one back. If a couple invites us over for dinner we must remember and have them over.

8. Feeling indebt to someone. Think about that feeling.Hosted by Sean “The Shark” Jimenez

10. This is to the advantage of the manufacturer to expose the public to the quality of the product.

11. The beauty of the free sample is that it is a gift, and will engage the reciprocation rule.

12. A favorite place for the free sample is the supermarket. Where customers are offered with a small piece of meet or cheese to try. Many customers find it very difficult to accept a sample from an always smiling attendant, return only the toothpick and walk away.

13. Instead they buy the product even if they didn’t like it especially well.Hosted by Sean “The Shark” Jimenez

14. Puppy Dog Hosted by Sean “The Shark” Jimenez

15. Be weary of two things… Reciprocal Concession Raffle Tickets vs Chocolate Bars The rule can trigger an unfair exchange. Ex. Car stalled jump start vs can I borrow your car. So be Very Careful!!!! Hosted by Sean “The Shark” Jimenez

17. One month free

19. Give beltHosted by Sean “The Shark” Jimenez

20. Contrast Principal Hosted by Sean “The Shark” Jimenez

21. Hosted by Sean “The Shark” Jimenez

22. Hosted by Sean “The Shark” Jimenez

24. Hot Water, Cold water, room temperature water.Hosted by Sean “The Shark” Jimenez

26. Sweater vs Suit

27. Shoe salesmenHosted by Sean “The Shark” Jimenez

29. Then ask for the “ad on” purchases at the endHosted by Sean “The Shark” Jimenez

30. Perception Hosted by Sean “The Shark” Jimenez

31. Hosted by Sean “The Shark” Jimenez

32. Expensive = Good Hosted by Sean “The Shark” Jimenez

34. Set yourself up for successHosted by Sean “The Shark” Jimenez

35. Liking, The friendly thief “The main work of a trial attorney is to make the journey like his client.” -Clarence Darrow Hosted by Sean “The Shark” Jimenez

36. Liking, we say yes to people we know and like. How are we liked? Natural factors: good looks Research has shown that we automatically assign to good-looking individuals such favorable traits as talent, kindness, honesty and intelligence. Canadian federal election study – attractive candidates, received more than two and a half more votes than unattractive candidates! Hosted by Sean “The Shark” Jimenez

37. But what if physical appearance is not much at issue? After all, most people possess average looks. Are there other factors that can be used to produce liking? -yes, similarity! We like people who are similar to us. Whether in the area of opinions, personality traits, background, or life style. Hosted by Sean “The Shark” Jimenez

38. How else can we be liked? Complimenting How my girlfriend tricked me into being in a relationship with her! “she said she likes me!” The information that someone fancies us can be a bewitchingly effective device for producing return liking and willing compliance. We are phenomenal suckers for flattery. Hosted by Sean “The Shark” Jimenez

40. Say hello.

42. Commitment Hosted by Sean “The Shark” Jimenez

43. Commitment Goal setting Have your intro or new student set goals, write them down and commit to them at registration. Reward them for doing so. Follow up and re-evaluate Hosted by Sean “The Shark” Jimenez

44. The Written Word Hosted by Sean “The Shark” Jimenez

45. The extra effort Written commitments are so effective because they require more work than verbal ones. The more work that went into the commitment, the greater is its ability to influence the attitudes of the person who made it. There is something magical about writing things down. Personal commitment alone has proved to be a very important psychological aid in preventing customers from backing out of their contracts. Hosted by Sean “The Shark” Jimenez

47. Have the customers not the sales rep fill out the agreement.

48. Tell your students, Something special happens when people put there commitment on paper. They live up to what they have written down.

49. Write down feedback to your employees

50. Encourage through your written wordHosted by Sean “The Shark” Jimenez