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The use of embedded commands marks the difference between a consciously competent salesperson and the master salesperson. The master has learned that people about to make an "important" decision almost always need a firm hand to guide them along. If you have guided them to a point where "The only way out, is through" an embedded command will complete the job.
Use only as directed. Over-use of embedded commands may be intoxicating The secret is devilishly simple. You gently lead with a direct order disguised as a suggestion of the next logical step to take.
you tell them what to do!" If you follow the model of persuasive techniques being used and you have been doing a great deal of listening, the following embedded commands work really well:
"Based on what you've told me, I'm going to suggest that what we should do now is..." or, Notice the term "we" is also used in these closing sequences. (From our work on togetherness.) As in the game of Chess and with all powerful magic tricks, at least two techniques are employed simultaneously to create the desired effect. So it is with the real secrets of persuasion.
The basic duo is:
These examples use three: |
