On the weekend,
I made a comment about
being an arrogant ass.
A friend turned to me
and said
“But even arrogant asses
cry sometimes, don’t they?”
Too true.
As Harry and Christine Clifford Beckwith
state in their new book
You, Inc.
“There are big eogs.
But there are no
invulnerable egos.
All people are fragile.”
Make a person feel important
and you’ll make a friend
or make a sale.
Screenwriter Nika Rylski ‘s recent seminar
covered the 8 elements of voice.
They are;
-vocabulary
-grammar/syntax
-accent
-slang
-jargin
-speaking style, sentence length
-verbal ticks
-subtext
Why are these elements important?
Each tells a good saleswoman
more about her prospect.
For example:
vocabulary tells us class
grammar tells us level of education
slang tells us age
The more we know about our prospect,
the easier we close sales.
Mirroring is a powerful sales technique,
matching the saleswoman’s actions
to the prospect’s.
Some street people looking
for hand outs know this.
They know that if they walk
beside the prospect,
they’ll get more money
because they become
one of us.