”Thimk”

What is the question that I can ask which by the very nature of the of the presuppositions in the question itself will cause the client to make the greatest amount of change by having to accept the presuppositions inherent in the question? – Tad James, 1992

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The 5 Step Sales Process

1. Establish Rapport Match & Mirror, Physiology, Tone of Voice, Representational System, Breathing, Key Words 2. Ask Questions “For what purpose..”, I/R, desired state, Precision/ Meta model, Strategies, Meta Programs and Values Anchor needed states 3. Find a Need The client must see/hear/feel the need. If none, leave. Anchor need, conditional close, tag questions. 4. […]

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