How to Coach Yourself and Others How to Influence, Persuade and Motivate

How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 266

sale. Some examples of language that salespeople use to help diffuse a potentially tense situation include the following: Words That Repel Superior Words Contract Agreement/paperwork Sign here OK the paperwork /autograph Sell Get involved Cancellation Right of rescission Salesperson Business consultant Commission Fee for my services Cost Investment Service Charge Processing fee Problem Challenge Objections Areas of concern Expensive Top of the line Cheaper More economical Words also have a strong bearing on how we remember certain details. For example, in a 1979 study conducted by Elizabeth Loftus and colleagues, when defendants were asked how fast they were driving when they "smashed" into the other car — as opposed to "hit" the other car — much higher speeds were reported. In another study, subjects were asked 266