       #B3 ,! ,SALE ,2F ! ,SALE3
     ,5?USIASM & ,3FID5T ,EXPECT,NS

    ,:AT ,Y ,NE$ 6,"K & ,H ,2F ,Y ,SELL
  ,:Y D P BUY8 ,:5 ,I ASK ? 6BO?
9DIVIDUALS & AUDI;ES1 ,I USU,Y GET ^!
LOGICAL ANSW]S3
  #A4 ,X IS ! "R PRICE3 ..,IF A CU/OM]
RE,Y DESIRES ! PRODUCT OR S]VICE1 CO/ IS
N A .FACTOR4
  #B4 ,X'S :AT ,I NE$3 ..,P SELDOM BUY
:AT !Y .NE$6 ,9 MO/ CASES1 DESIRE DRIVES
! CU/OM] 6SP5D 2Y 8 BASIC NE$S 6PUR*ASE
:AT HE WANTS4
  #C4 ,X'S :AT ,I C AF=D3 ..,9 ? C.TRY
_M ( U T5D 6SP5D M ?AN WE E>N1 6! PO9T (
(T5 LIV+ ABV \R M1NS4 7,G5],Y1 \R
SOCIETY IS N RECOGNIZ$ = XS ABIL;Y 6SAVE
.M"OY47
  ,YR CU/OM] BUYS _M PRODUCTS L R1L
E/ATE1 FURNITURE1 C>S1 OR -PUT] SY/EMS =
EMO;NAL R1SONS & !N JU/IFIES ! PUR*ASE
LOGIC,Y4 ,PRICES1 T]MS & EV5 QUAL;Y >E !
LOGICAL EXPLAN,NS1 & SALESPEOPLE &
3SUM]S ALIKE 2LIEVE WE 2COME 9VOLV$ 2C (
^!4 ,B ! TRU? IS1 3SUM]S R>ELY MAKE A
PUR*ASE BAS$ ON LOGIC4
  ,WE >E EMO;NAL 2+S & E *OICE 9 LIFE IS
FLU%$ "? EMO;NAL LEVELS PRIOR 6R1*+
LOGICAL *ANNELS4 ,WE 2COME EXCIT$ F/ &
!N WE R,NALIZE \R DECI.N 6BUY "S?+
0SAY+1 8,X 0 ! "R PRICE OR X 0 :AT ,I
NE$$40
  ,9 TRU? YR CU/OM] N"E 8BUYS0 A PRODUCT
OR S]VICE4 ,HE BUYS ! FEEL+ OR P]CEP;N (
SATISFAC;N T YR PRODUCT OR S]VICE W
PROVIDE4 ,X IS N J A -MOD;Y1 B A DR1M
FULFILL;T4 ,YR CU/OM] W SEE HMF B5EFIT+
9 "S WAY 0POSSESS+ :AT Y H 6(F]4
  ,2C BUY+ DECI.NS >E USU,Y BAS$ ON
EMO;NS1 "H >E ! KEYS 6SELL+3

    ,5?USIASM
  ,Y H HE>D X 2F1 & ,I W /RESS X AG4 ,YR
DEGREE ( 5?USIASM1 YR EXCITE;T AB YR
PRODUCT1 YR C>E]1 YR -PANY1 &A HI< LEVEL
( SELF-3FID;E W ALW A3.T = YR SU3ESS 9
CLOS+ ! SALE4 ,S9CE BUY+ DECI.NS 2G9 AT
AN EMO;NAL LEVEL1 A SALE ONLY O3URS :5
"! IS A TRANSF] ( YR 5?USIASM 6! CU/OM]4
  ,LOOK AT ! LA/ F\R LRS ( 5?USIASM4
,,IASM M1NS ,I ,AM ,SOLD ,MYF4 ,UNTIL Y
2COME EXCIT$ NO?+ W HAPP54 ,YR CU/OM] IS
UNA# 62COME EMO;N,Y 9VOLV$ UNTIL Y
DELIV] YR PRES5T,N )A :ITE-HOT EXCITE;T
T SPURS YR PROSPECT'S 9T]E/4 ,6BE A#
63V9CE YR PROSPECT1 Y M/ G 2Y SIMPLY "K+
YR PRODUCT 6TRULY 2LIEV+ 9 & LOV+ !
WOR?:ILE B5EFITS & SOLU;NS YR PRODUCT OR
S]VICE SATISFIES4
  ,H5RY ,=D ATTRIBUT$ 8 SU3ESS 6HIS
5?USIASM4 ,HE 2LIEV$ T 5?USIASM IS ! MO/
VALUA# QUAL;Y A HUMAN 2+ C POSSESS4 ,8
FAM\S MOTTO1 4PLAY$ OV] 8 FIREPLACE1 SD3

  ,5?USIASM
  8,Y C D ANY?+ IF Y H 5?USIASM4
,5?USIASM IS ! Y1/ T MAKES YR HOPES RISE
6! />S4 ,5?USIASM IS ! SP>KLE 9 YR EYE1
X IS ! SW+ 9 YR GAIT1 ! GRIP ( YR H&1 !
IRRESI/I# SURGE ( YR W & YR 5]GY
6EXECUTE YR ID1S4 ,5?USIA/S >E FI<T]S4
,!Y H =TITUDE4 ,!Y H /AY+ QUALITIES4
,5?USIASM IS AT ! BOTTOM ( ALL PROGRESS6
,) X "! IS A3OMPLI%;T4 ,)\T X "! >E ONLY
ALIBIS4

  ,ONCE :ILE ,I 0 GIV+ A SEM9>1 AN
ATT5DEE TOLD ME %E LACK$ 5?USIASM4 ,"! 7
CR$IBIL;Y ISSUES SURR.D+ ! PRODUCTS &!
-PANY %E "W$ =1 & 6-PLICATE MATT]S %E 0
45*ANT$ )! SALES PROFES.N4
  ,MY ADVICE 6,L9DA 0 ! SAME Z ,I H GIV5
6C.T.S O!RS4 ,T IS1 IF Y D N 2LIEVE 9 YR
-PANY1 PRODUCT OR PROFES.N1 OR IF Y
WDN'T USE ! PRODUCT YRF OR RECOMM5D X
6YR BE/ FR1 !N Y >E 9VOLV$ )! WR;G
PRODUCT1 S]VICE OR POSSIBLY1 PROFES.N4
,:5 ? IS ! CASE1 ,I ALW RECOMM5D ! P]SON
MAKE A *ANGE4 ,O!RWISE1 ! 9DIVIDUAL W
N"E DEVELOP ! 5?USIASM NE$$ 6SU3E$4
  ,REMEMB]1 A SALE IS A TRANSF] (
5?USIASM4 ,9 YR M9D PICTURE A CUP4
,M5T,Y P\R YR 5?USIASM 96? CUP UNTIL X
IS FULL4 ,N[ PICTURE YR PROSPECT
POSSESS+ AN EMPTY CUP PRIOR 6YR MEET+4
,S9CE A SALE IS A TRANSF] ( 5?USIASM1 Y
M/ P\R ! 3T5TS ( YR CUP 96HIS4 ,Y C ONLY
GIVE ! EXACT AM.T ( 5?USIASM T Y H 6YR
PROSPECT4

    ,3FID5T ,EXPECT,NS
  ,! NEXT KEY QUAL;Y ALL TOP-CLOS+
PROFES.NALS POSSESS IS ! EXPECT,N T A
POT5TIAL CU/OM] W SAY YES IF ASK$ (T5 &
AT ! "R "TS4
  ,DUR+ A CORPORATE TRA9+ SES.N =A R1L
E/ATE DIVI.N (A ,=TUNE #EJJ -PANY1 ,GUY1
A TOP PRODUC] =! ORGANIZ,N ASK$1 8,MY]S1
DOES ? M1N Y 2LIEVE WE C ACTU,Y W A
CU/OM] 96[N]%IP80
  ,I ANSW]$3 8,GUY1 SUPPOSE Y 7 9 YR C>
DRIV+ 6AN APPO9T;T4 ,= #CJ M9UTES PRIOR
6YR APPO9T;T Y V]B,Y REP1T$ A6IRM,NS S*
Z1 8,I'M HAPPY 6S]VE & MY PROSPECT
EXCIT$LY AWAITS MY PRODUCT & S]VICE401
ALL ! :ILE Y VISUALIZE ! SU3ESS;L -PLE;N
(! MEET+--CLOS+ ! SALE4
  ,N[ LET'S OBS]VE ANO!R SC5>IO4 ,? "T
Y'RE DRIV+ 6YR MEET+4 ,Y A6IRM M5T,Y & \
L\D1 8,? APPO9T;T W N G WELL4 ,!Y
PROBABLY WON'T [N TD4 ,I'LL DROP (F MY
BRO*URES1 2 ON MY WAY1 & MAYBE !Y W CALL
ME BACK LAT]40
  ,DIRECT+ ! "Q F ,GUY 6! GR\P1 ,I ASK$
: (! TWO M5TAL & V]BAL REHE>SALS PRIOR
6! APPO9T;T WD 5H.E ! PROBABIL;Y (A
SALE4
  ,9 UNISON ! GR\P RESPOND$ T !
PROBABILITIES WD 2 5H.ED 0REHE>S+ !
POSITIVE A6IRM,NS & VISUALIZ,NS V]SES !
NEGATIVE "OS4
  ,AG1 QUOT+ ,H5RY ,=D1 8,IF Y ?9K Y C1
OR ?9K Y C'T1 Y >E "R40
  ,Y SEE1 DRIV+ 6! APPO9T;T )!
EXPECTANCY (A POSITIVE \TCOME DOES N
GU>ANTEE A SALE- H["E1 X C]TA9LY 9CR1SES
! PROBABIL;Y4 ,S1 EXPECT,NS )A 3FID5T1
POSITIVE ATTITUDE MAY N 9SURE ! SALE1 B
Y MAY 2 C]TA9 IF Y TAKE ! SECOND APPROA*
& VISUALIZE A NEGATIVE \TCOME1 ?
PROSPECT W N BUY4 8,I'LL J DROP (F !
BRO*URES10 W ALM GU>ANTEE NO SALE4
  ,(T51 :5 3F]R+ ) SALESPEOPLE PRIOR 6_!
APPO9T;TS1 WE =MULATE A PRE-CALL
/RATEGY4 ,! F/ "Q ALW IS1 8,:AT IS X YR
PROSPECT WD L 6[N10 OR 8,:AT D Y PLAN ON
HELP+ !M ACQUIRE80 ,USU,Y WE RCV A REPLY
S* Z1 8,WELL ,I DON'T ?9K !Y >E R1DY 6[N
YET2 !Y W N ACT TD4 ,I'M J GIV+ 9=M,N AT
? "T40
  ,D Y "U/& :AT O3URS ) ? TYPE ( M9D
SET8 ,! SALESP]SON'S EXPECT,N M5T,Y
PREDISPOSES HMF 6! \TCOME HE EXPECTS1 :
IS =! SALE N 6O3UR4
  ,S :5 DOES A SALE O3UR8 ,X O3URS F/ 9
YR M9D 2F YR SALES CALL4 ,! P]SON :O F/
M/ 2 SOLD ON [N]%IP IS Y4 ,I CALL ? !
8SALE 2F ! SALE40 ,"!=E1 Y M/ 2LIEVE 9
ADV.E T :5 Y ASK YR PROSPECT 6SAY YES1
HE W SAY YES4
  --,F/1 YR 5?USIASM M/ 2 TRANSF]R$ 6!
PROSPECT1 !N
  -- ,X IS YR 3FID5T EXPECT,NS T W CAUSE
Y 6ACT BOLDLY & ASK =! ORD]4

