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. Link the Need or Value to your Product or Service

Conditional close-“Is that fair enough…”,“What would happen if…”, “Compared to …”

Because, Agreement Frame

Fire Anchors, use strategies and language patterns

5. Close

Ask for the order. Chain anchors to handle objections.

If no, go to #3.

If yes, future pace, fire reassurance anchor, referrals