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