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*AHA MessagesX
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1Read and share AHAmessages from John Voris's "Learn to Sell What They Are Buying" at http://aha.pub/Learn2Sell. http://aha.pub/JohnVorisShare on X
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2The European approach to motivation is radically different than the American approach. Know and understand this and completely change your strategy. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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3There are four virtues that all of us have: love, justice, wisdom, and power. For each of us, one of those four virtues is our dominant controlling #LifeTheme. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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4A power person is someone who is driven to produce achievements as their primary motivation. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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5A love person is all about compassion, empathy, and feelings. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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6A justice person is after balance, design, fairness, and harmony. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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7A wisdom person would look at an object and see if it will enhance their knowledge. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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8A power person is someone who wants to produce achievements and reach goals over all other considerations. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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9Our individual life themes (love, justice, wisdom, or power) look at the same object from one of these perspectives. This is what motivates someone to purchase. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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10Everything that surrounds your prospects are things they need in order to express their #AuthenticIdentity. Be aware of your prospect's surroundings. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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11Learn to know the prospects you're interacting with in a way that they can relate to and trust you. This is done by using terms that resonate with their #AuthenticIdentity. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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12Want to increase the chance of a sale? Verbalize the benefits you are selling from the prospect’s authentic perspective. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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13The human mind has only one need, and that is the perpetual need to express their #AuthenticIdentity. Let your prospects express theirs. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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14Once your prospect connects their #AuthenticIdentity to the object you're selling, there's a better chance they will buy it. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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15Your prospects make decisions based on their #AuthenticIdentity, so your goal as the salesperson is to identify your prospect's authentic self and craft the message of the authentic benefits they'll receive in order to appeal to them. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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16Suspend your #Authentic self long enough to see your prospect accurately. Otherwise, too many will appear to be guided by your #LifeTheme. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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17A good salesperson is someone who understands who their prospect is and communicates with them authentically. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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18When you speak in your prospect's terms, you speak to their authentic self, where you will connect to them authentically. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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19When salespeople connect effectively to their prospect's theme (love, justice, wisdom, or power), they increase their desire to buy to 100%. That does not mean you will sell to them, but the desire is there. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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20Meaning is what runs our lives. As good salespeople, we need to know how to discover our prospect's motivations to tell us what we are REALLY selling that person. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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21Every object has two basic meanings to the owner: social and personal. By reading the object, you're able to read their deeper motivations. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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22Objects are symbols that represent abstract ideas. These symbols are what salespeople need to look for in order to know what motivates their prospect. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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23An object's social meaning that conforms to a prospect's #AuthenticIdentity has a positive impact on them. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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24The objects we bring into our lives are stage props through which we act out our daily dramas. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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25Everyone has categories in which they view the world. Anything outside a person's categories is alien to them, and they don't trust it. Do you know your prospect's categories? #KnowYourProspects http://aha.pub/JohnVorisShare on X
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26Humans have to express their #AuthenticIdentity, and they do it through forming symbols of meanings, which are their basis of buying objects. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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27To increase sales, alter your sales language to the #LifeTheme you’re talking to. Speak in terms of compassion, fairness, knowledge, or status. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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28When your prospects see themselves in the description you're giving to the object you're selling, they will want to buy. Now, convince them that they can. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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29Don’t focus on just one aspect of your prospect; focus on the words they use, the empathy they project, their reasoning, and what they value. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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30Make your prospect see the object you're selling as part of who they are, so they decide that they now need to have it. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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31If you do door-to-door (D2D) sales, you need to notice the environment your prospect lives in to understand who your prospect is before you knock on their door. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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32Relatability: when you and what you are selling conforms to your prospect's #LifeTheme of Love, Justice, Wisdom, or Power. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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33Hear what your prospect is saying, and ask yourself, "What type of #LifeTheme would say that?" Then mirror the life theme of your prospect in your language. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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34Speaking to the #LifeTheme of your prospect is essential for successful sales. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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35You're not actually selling the corporate features and functions of the object, but rather the #Relatability of you and your object to your prospect. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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36Manufacturers usually speak to only one of the four life themes of people (love, justice, wisdom, and power). As salespeople, you need to know how to speak to all four. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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37Don't always say the same thing to every prospect. A good salesperson knows how to communicate to their prospect's authentic self. Have all four scripts of Love, Justice, Wisdom, and Power available. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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38Prospects are not in the habit of buying things they don't know. So, sell the #Idea of your product in a way they can relate to. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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39Features and benefits mean nothing to the buyer if not described in terms of their #LifeTheme. Focus on the product's idea — that's what you need to sell. http://aha.pub/JohnVorisShare on X
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40Sell #Ideas that are relatable to your prospect, not what the manufacturer says you should sell. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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41#Ideas are the images that come to a person's mind when they look at an object. We cannot "know" any object, only the meaning communicated to us. #IdeasForSale #KnowYourProspects http://aha.pub/JohnVorisShare on X
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42Objects communicate with us and we project meaning upon them. Our reality consists of how we relate to both. #IdeasForSale #KnowYourProspects http://aha.pub/JohnVorisShare on X
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43When selling a product, just describe the image you believe your prospect is looking for — that is, how your prospect relates to the world. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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44As a sales manager, get your salespeople away from focusing on the four potential meanings of the object itself and into the #Idea of the object instead. http://aha.pub/JohnVorisShare on X
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45As a salesperson, what are you really selling? You're selling the perceived benefit that is received by the person purchasing it. http://aha.pub/JohnVorisShare on X
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46If you are a salesperson, don't have just one script. The script will inevitably describe one theme. The possibility of the sale actually plummets if you use the wrong script. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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47After the initial training period, the script can be dropped and replaced with words that fall under the four themes: love, justice, wisdom, or power. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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48It's not always about how many products you can offer; it's more about how much you can relate the product you're selling to your prospect. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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49The love person is all about #Relationships with other people, so they will base their decisions on how it will affect themselves and others. #SellToTheTheme #KnowYourProspects http://aha.pub/JohnVorisShare on X
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50The justice person will base their decision on what's right, wrong, good, bad, and fair. #SellToTheTheme #KnowYourProspects http://aha.pub/JohnVorisShare on X
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51A wisdom person will base their decision on what they know and how much you know. #SellToTheTheme #KnowYourProspects http://aha.pub/JohnVorisShare on X
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52A power person will base their decision on how much control you have to sell them. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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53Why is it important to focus on these four themes (love, justice, wisdom, or power)? Because they guide our life decisions in type and kind. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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54When you speak to a prospect, you should speak to their theme (love, justice, wisdom, and power), which is their belief structure and worldview. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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55#Ideas are flexible. Use the ideas of your product to speak to different people based on their theme (love, justice, wisdom, or power). #KnowYourProspects http://aha.pub/JohnVorisShare on X
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56The perception of the buyer is typically different from the manufacturer's perceived value of the item being sold. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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57There's typically a disconnect between what the manufacturer is selling and what the buyer is buying. They may both be viewing the world from a different theme (love, justice, wisdom, or power). #KnowYourProspects http://aha.pub/JohnVorisShare on X
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58When you have an individual who creates products that resonate with themselves, they're able to attract people from the same theme (love, justice, wisdom, and power). #KnowYourProspects http://aha.pub/JohnVorisShare on X
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59When a celebrity creates a product based on who they are, people who relate to the celebrity's theme (love, justice, wisdom, and power) tend to buy. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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60A Marilyn Monroe dress was auctioned for $1.5 million. It's not that the dress was valuable, it was the fact that Marilyn Monroe wore it, showing the power of symbolic meaning. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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61Antiques can connect us symbolically with the past and conform to our present #LifeTheme. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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62Marketing typically speaks a different language than sales by grasping our innate human general motivations often missed by the sales training industry. It is the successful sales agent who understands the human element. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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63Quota systems are deadly. The agent looks beyond the prospect and focuses on the number of sales needed to keep employed. The prospect vanishes in importance. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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64Describe benefits in the language of all four themes. Conforming descriptions will spark interest. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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65The love #LifeTheme is about compassion and empathy. These are the people who care about another person's well-being, and it will be the basis of their purchase. #SellToTheTheme #KnowYourProspects http://aha.pub/JohnVorisShare on X
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66Your opportunity for a sale dramatically increases when you symbolically connect the meaning of the object you're selling to the #LifeTheme of the buyer. http://aha.pub/JohnVorisShare on X
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67The love #LifeTheme focuses on personal growth and self-development. It's focused on one's self and others. #SellToTheTheme #KnowYourProspects http://aha.pub/JohnVorisShare on X
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68The justice #LifeTheme is about balance, morality, and ethics, involving both wisdom and love. Justice people have empathy; they empathize with people and help them find answers. #SellToTheTheme http://aha.pub/JohnVorisShare on X
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69The justice person is focused on both wisdom and love. Their need to know occurs in order to correct what is causing discomfort. #SellToTheTheme #KnowYourProspects http://aha.pub/JohnVorisShare on X
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70The power #LifeTheme is about personal empowerment and the empowerment of others. They're action oriented. #SellToTheTheme #KnowYourProspects http://aha.pub/JohnVorisShare on X
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71The wisdom #LifeTheme is about knowledge and applying it to everyday life. #SellToTheTheme #KnowYourProspects http://aha.pub/JohnVorisShare on X
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72A person may lead into a decision by thinking about it, but in the end, their decision comes from something beyond language, found in the hidden life themes of love, justice, wisdom, and power. #SellToTheTheme #KnowYourProspects http://aha.pub/JohnVorisShare on X
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73Rejuvenation is temporarily giving your #AuthenticIdentity a rest as an expression of adult play. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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74Being right is the glue that holds our #AuthenticIdentity together. What kind of “right” we are reveals our #LifeTheme and our buying motivations. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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75People in each #LifeTheme see the world through certain "glasses." Love has green glasses, representing nature. Wisdom wears yellow, representing mental activity. Justice has blue, representing tranquility. Power wears red, representing high energy. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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76If you want to sell something to somebody else: 1) Recognize the language belonging to one of the themes (love, justice, wisdom, or power). 2) Describe what you're selling in those terms. 3) Use Authentic Reasoning. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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77The objects sitting in a room are symbols that represent an #Idea. Look for these symbols to know more about your prospect. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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78One of the first things you should be thinking about, symbol-wise, is the overall environment. Take a good look at your prospect's environment before knocking on their door. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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79When going to a particular geographical area to meet your prospect, you need to not only look at the surroundings but also at the people in the area. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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80#Symbols can be found in the city, street, house, and building. Symbols are everywhere; all you have to do is pay attention. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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81A #Symbol is an object that has meaning in itself. We can see the object as a physical thing, but there's meaning to it. Do you know the meaning of the objects surrounding your prospect? #KnowYourProspects http://aha.pub/JohnVorisShare on X
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82#Symbols are visible objects that represent invisible ideas. An expensive car is a symbol of wealth. Wealth itself is an "invisible" concept. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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83Your prospect's mind functions by processing #Symbols, which are visible representations on invisible concepts. #UnderstandTheSymbols #KnowYourProspects http://aha.pub/JohnVorisShare on X
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84We need to understand the #Symbols around us in order to relate to and be more social with our prospects. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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85In selling, your prospect is surrounded by previous decisions represented by objects of Symbolic Meaning. Do you know the symbolic meaning surrounding your prospect? #KnowYourProspects http://aha.pub/JohnVorisShare on X
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86Look at the #Symbols around the environment and the way your prospect is speaking. Those are hints to get to know your prospect better. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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87Objects around us are #Symbols that help us find meaning, purpose, and our potential, all of which help us find happiness. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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88A salesperson needs to pick up on their prospect's #AuthenticIdentity and base the way they sell on what best conforms to their prospect. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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89The symbols that surround your prospect relate to each other by each resonating with their unique #AuthenticIdentity. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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90The things you buy are the things you liked at one time. How did you know you liked it? There is no logic there, but the answer to that question reveals your #LifeTheme. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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91#AuthenticSystems is a mental exercise and should never be revealed to the prospect. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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92By following simple procedures, you will always be able to isolate the prospect's #LifeTheme. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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93All people live with all four themes. Your job is to find which one dominates the other three. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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94Remember, you and the objects that surround you are symbols of meaning to your prospect as well. Don't dress too far beneath or above your average buying customer. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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95If you're looking at a prospect and using their words associated with love, justice, wisdom, or power, you become a conforming symbol in their eyes. #BeASymbol #KnowYourProspects http://aha.pub/JohnVorisShare on X
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96When a prospect makes a decision based on their #LifeTheme (love, justice, wisdom, and power), they're affirming their #AuthenticIdentity. #KnowYourProspects http://aha.pub/JohnVorisShare on X
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97We create and confirm our #AuthenticIdentity when we make decisions. Do you know yours? #KnowYourProspects http://aha.pub/JohnVorisShare on X
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98When a prospect makes a final decision to buy, they are buying through the lens of their one and only true identity (love, justice, wisdom, and power). #KnowYourProspects http://aha.pub/JohnVorisShare on X
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99If the salesperson does not offer enough authentic description to allow the prospect’s #AuthenticIdentity to surface, the prospect will not be able to make a confident purchase. #KnowYourProspects http://aha.pub/JohnVorisShare on X