2. RTM2RTM2
RTM2 Menu
1. Developing A Game Plan & Making
Contact (Full Day)
2. Building Desire (Fact Finding)
3. Building Desire (Fact Finding)
4. Creating Options (Fact Finding)
5. Creating Options (Fact Finding)
6. Presenting (Oscars)
3. RTM2RTM2
RTM2 Menu
7. Presenting (Falling in love)
8. Closing the Sale (Without a close)
9. Closing the Sale (LACPAAC)
10. Satisfying Your Client & Farming
11. Satisfying Your Client & Farming
12. One Stop Shop & SERVICE (full day)
8. RTM2RTM2
How Do You Know When
To Quit Something And
Start Something New?
Zero Based Thinking
By Brian Tracy
9. RTM2RTM2
Ask Yourself This Question?
Knowing What I Know Now,
Is There Anything I’m Doing
Today That I Wouldn’t Get Into
Again If I Had To Do It
All Over Again?
18. RTM2RTM2
Pre-Close & Qualification
Summary & Pre Close
If I Can Find a Product or Products
That Will Satisfy all Your Needs (e.g.)
and You Are 110% Happy With It,
Can I Assume You Will Go
Ahead Next Time?
20. Who Is The One In Control?
The One Asking
All The Questions
21. Who Is The One Making
The Most Money?
The One Asking
All The Questions
22. Six Ways to Make People like You
1. Become Genuinely Interested In Other People.
2. Smile.
3. Remember That a Persons Name Is To That Person
the Sweetest and Important Sound in Any
Language.
4. Be a Good Listener; Encourage Others to Talk
about Themselves.
5. Talk In Terms Of the Other Persons Interests.
6. Make the Other Person Feel Important And Do It
Sincerely
Dale Carnegie
23. The Non-Interview 10 Questions
1. What Is Your Name/What Can I Call You?
2. Where Do You Stay?
3. Are You Staying With Family (Do You Have Children)
4. What Do You Do For A Living/Business?
5. Where Do You Work/Where Is Your Business Based?
6. How Long Have You Worked There?
7. What Do You Do In Your Free Time?
8. Do You Enjoy Travel
9. Give Compliments (If Appropriate)
10. Discuss Current Issues
30. List of Values
Health Financial Security
Possessions Free Time
Family Friends
Learning Happiness
Relationships Lifestyle
Personal Growth Development of Talents
Contribution Purpose of Life
Diversity Effort
Frugality Generosity
Justice Order
Productivity Security
Truth Wealth
Peace of Mind Fame
Spiritual Fulfillment Life
Travel Sense of Accomplishment
Respect Integrity
33. Role Play Day
Introduction
The Non Interview
Values & Beliefs
Listening & Asking Questions
Disturbing (positive & negative)
Pre Close & Qualification …
34. 3 Way Role Play
(Asking Questions)
2 People Role Playing –
1 Person Watching And Recording
What To Look For?
1. How Did It Make You Feel ? (be honest)
2. Would You Buy This Person?
47. RTM2RTM2
Building Rapport Fast
Since Rapport Is:
Feeling The Way The Other Person Feels
(People Like Each Other When They Are Like Each Other)
You have 3 tools for this …
Your body (7 Tips)
Your voice (4 Tips)
Your words (2 Tips)
50. RTM2RTM2
Rapport No1 - YOU
Do You Have Rapport With You?
Do You Believe In You?
Do You Buy You?
51. RTM2RTM2
Matching & MirroringMatching & Mirroring
Matching
Doing The Same Movements & Postures
Mirroring
Doing The Mirror Image Of Postures
& Body Movements
52. RTM2RTM2
7 Tips for Matching &
Mirroring Physiology
Arms Folded /Unfolded
Leg Folded / Unfolded
Lean Forward/ Back
Eye Contact (yes/no)
Smile (yes/no)
Handshake (timing)
Breathing & Blinking
53. RTM2RTM2
4 Tips For Applying
Matching To The Voice
Speed
Pitch
Pauses
Accents
54. RTM2RTM2
2 Tips for Applying
Matching to Words
Terminology
Predicates
(sensory words)
55. RTM2RTM2
Predicates
People Tend To Have Preferences
All The Time People Are Talking
They Are Giving You Clues
Visual (sight)
Auditory (sounds)
Kinaesthetic (feelings)
56. RTM2RTM2
Examples of Predicates
“I See Your Point”
“That Feels Good”
“Do You Get The Picture?”
“Sounds Good To Me”
“I Like the Sound of That”
57. RTM2RTM2
Attitude Is Shaped By
Influence & Associations
Who Are You Around?
Who Is Influencing You?
What Do They Say?
What Do They Read?
Are THEY Successful?
58. RTM2RTM2
“Learn From The Mistakes
Of Others, You’ll Never
Live Long Enough To
Make Them All Yourself”
Ralph Waldo Emerson
59. Daily Motivation
Give Your E-mail Address, I Will Put
You On My ‘Daily Motivation’
E-mail Address List
mark@chattertonworld.com
RTM2RTM2
64. Homework
1. 10 Questions (your version)
2. None Interview to 5 People
3. Practice None Interview
4. Listen to Norman Levine Audio 2
5. Practice Rapport
