Consulting Tips from the Million Dollar Consultant: Alan's Ten Step Program to More Powerful Persuasion Build your vocabulary daily Write down and look up words you don't know Strive for "mid-high" level speech Create and practice metaphors, analogies, and examples Use repeatedly until natural Keep examples contemporary through reading Understand the other person's behavioral comfort zone Flexibly change your own behavioral set Use emotion, not logic, to spur to action Listen 80% of the time Employ effective listening techniques Allow silences and don't seek to fill them Visualize and anticipate Consider the conversational options in advance Create an articulate response to every likely objection Focus on output, not input Transfer your mental set to result and outcome Distinguish between them with the other party Avoid defensiveness Use judo and momentum to reverse direction Ask "why" Provide options, not a fait accompli Move the discussion from "if" to "how" Engage the other in the diagnosis Move through a series of small "yeses" Know your business model Gain conceptual agreement methodically Always concentrate on value, never price, cost, or fee Never voluntarily discuss fees Defray questions about fee in the other's best interests [ About Alan Weiss - Services - On-Line Store - Free Resources - Workshops ] E-mail info@summitconsulting.com P.O. Box 1009 East Greenwich, RI 02818-0964 Telephone: (401) 884-2778 Fax: (401) 884-5068 © 1996-2008 Summit Consulting Group, Inc. All rights reserved.

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