The Real Secrets of Coercive Persuasion

C u r r e n t   S y l l a b u s

W I N T E R   2 0 0 9

Introduction Theory of Repetition An Amazing Secret The Parental Tone The Talk/Listen Ratio Psychological Reciprocity The Cascade Theory Mirror & Matching Look vs. Listen Listening Skills The Benefit Path The Taboo List Body Language Telephone Secrets The Tantalizing Twelve The 12 Most Powerful Words 3 Great Unasked Questions Golden Moment of Silence The Discovery Agreement What Really Persuades Checking Questions Buying Questions Embedded Commands The Clover Leaf Principle Maslow's Hierarchy of Needs Slow Down & Smell The Money

Giving & Getting Compliments Maybe I Shouldn't Say This But, The Boomerang Technique Avoiding Exaggeration Marriage & Divorce  When No means Yes Pattern Interrupts The Take-Away Slap & Tickle Simple and Easy Feel, Felt, Found It Pays To Be Funny When Do You Close One Good Reason Telling Stories Show Your Warts K-I-S-S F-W-N Timing Is Everything Isolating Objections Cementing The Sale Minor Point Closes Ask For The Order Steering The Referrals Value-Added Concepts Post Script

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