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Sales Training -The Power of Persuasion Embedded Commands



Sales Training -The Power of Persuasion Embedded Commands
   

Embedded Suggestions and Commands

Embedded suggestions and commands work so effectively because, being almost invisible, they operate for the most part at the unconscious level, and thus are not likely to cause resistance. They will be responded to below the level of awareness.

The tone of your voice and the emphasizes you give the embedded suggestions are also very important.

As you deliver the embedded suggestion, it’s a good idea to tonally mark the parts you especially want the other person to respond to. Also by inserting the customer’s name next to the suggestion you wish them to attend to ensure a response.

Embedded suggestions will be responded to at the unconscious level, so that resistance by the other person is avoided.

Using the embedded command: “Tell me, (client’s name)…….”

“Just suppose………..” will add weight to your embedded suggestions

“Just suppose you were able to go ahead to-day and what need to happen for you to give me a decision right now”

“You know the feeling you get when you make the right decision and you see the right person in the role doesn’t that make you feel good?”


Write your own examples of embedded commands


Sales Training -The Power of Persuasion Embedded Commands - To learn more about this author, visit Colly Graham's Website.

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Colly Graham
(Visit Colly's Website)
Colly Graham CEO of salesxcellence After graduating from college, Colly entered the field of accountancy however after five years decided to change his career direction in sales. First working for a Fortune 500 company in fast moving consumer goods, his career progressed from selling capital equipment, financial services to internet services, with a wide management experience in both telephone and field sales, concentrating on the recruitment, training and development of sales people, in this role he gained experience in designing and building a number of successful sales teams. Colly brings thirty years of practical experience of selling and his ability to empathize with sales people and establish immediate rapport and credibility as a trainer, (the accolade Colly receives from most sales people is “that he has carried the bag”). A licensed practitioner of NLP Colly trained with Richard Bandler in 1998. When I entered the field of sales, back in 1969, with local franchise holder for Pepsi Cola because of my lack of knowledge of any selling skills I set a goal, to one day, start my own training company. As my career in sales progressed becoming a sales manager, group
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