effective communication skills

Persuasion Secret #3 

Everyone uses a "strategy" when making a buying decision... even if they don't know what it is!

A person's strategy is the steps that they go through when making a purchase decision. Here's an example strategy for James that reflects his values structure for selecting a restaurant:

  • Read restaurant reviews online and in the local newspaper .
  • Talk to friends to find out if they have ever eaten at one of the restaurants.
  • Arrive at the restaurant and ask to see the menu.
  • He is fully prepared to leave if he doesn't see anything he thinks he will like.
  • He only looks at the price column after he has verified the food choices.
  • He may not ask for the menu if the decor is not appealing.

Susan's strategy:

  • Look around for the nearest fast food restaurant.

If you are in the restaurant business, you would approach each of these customers differently.

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