by: Yair Czitrom
A big question. I am sure that everybody on this planet would like to know the answer to that.
A few years ago, I worked for a British time share company. I am sure that right now there are
many people twisting their faces: time share? Oh. No! . I agree But this is not the point of this
While I was working there, I took some intern course in body language and The art of sales.
Since then EVERYTHING i want to sale, I manage to. By saying everything, i mean business,
things that I want from my wife, from my kids, from my friends and family and so on.
How do I do that, you ask? Well, here it is. You can try to use this method in every field, and I
promise you it will work:
As an example, I will use my first date with my wife which eventually leaded to our marriage.
Picture this My first date with her, nice restaurant, candle lights, wine and music (you do need to
set the scene first).
She came; we said hello to each other, ordered some wine and then the sale started.
KISS Which means: Keep It Simple & Stupid. This is a very important point in the whole
conversation. The more info you give freely, them more they need to think about. You should
give info about your self, but try to think about what you say as you can talk too much and give
some info that should not be givenat least not right now.
WH questions As the conversation roles, try to ask as many WH question as you can: why,
where, how, whatYou need to gather as much info about them as you can to understand who is
sitting right now and talking to you, what is his/her type, what does she/he likesWhy is that so
important? As I asked my future wife on that first date all the WH question, I found at that she is
a homey type, love romance, love to coddleIf I would right away start talking about me and my
wild life, I would probably missed her interest in me. I do not say you need to be someone else
just to get their attention, but trying to win this meeting.
Tea or Coffee Now you have gathered all the info you need, and it is time to start closing this
deal. You are not about to close it now, but we need to get closer to the goal of our sale. Tea or
Coffee questions are BASED on the info you got earlier and now you try to focus on the points.
For example: so what you are trying to say is that you rather be at home then go out to wild
parties? or so what do you prefer, Madonna or Jimmy Hendricks? With this type of question you
are now minimizing the info you got to more focused answers.
The Closing You have now got the info, got the focused answers, it is time to close this Sale.
What you want to do is to get a yes or no answer (depends on you) from them. If you will get
that answer You have just reached you goal. Who do you do that? Very simple. Use ALL the
info from the entire evening/meeting and concentrate on the particular questions you wan to get
yes or no answers to. For example: so what you are saying is that if I could make some nice
dinner for you, just as you like, with candle and wine, could we meet again? Of course, you are
waiting for a yes here. It is EXTREMLY important to use finishing statements at the end of your
questions, like: so you do like coddling, dont you? Use you head to nod as you ask it..it gives a
mirror effect on people and they cant help not nodding back.
As I mentioned at the beginning, you can use this technique ANYWHER on EVERYBODYtrust
me it works, but as everything in life, you need to practise and a lot.
Hope you can and will use it in your life.
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This article was posted on September 10, 2005