INDEX
Accountability
“Act as if” strategy:
belief creation and change process
permission granting process
Advertising/advertisements:
ads that interrupt and tell a story, creation of
AIDA formula
copying ads
effective
information resources
investment in
profitable and persuasive ads, creation of
writing guidelines
Advisors, types of
Aggressive strategies
Agreement, in negotiation process
AIDA (Attention, Interest,
Desire, Action) advertising formula
Alfaro, Mercedes
Alienation, avoidance strategies
Apathy
Appearance:
attractiveness
evaluation of
dress guidelines
importance of
intuition
tips for
Appointment calendar
Art of persuasion
Article writing
Ask Database
Assumptions
Assumptive close
Attractiveness
Audience, generally:
involvement
positioning of
Audio, in presentations
Audio books
Authoritarian appearance
Automatic believing
Autoresponders
Availability
Belief preservation
Belief system:
building on
challenge of
change process
change strategies
creation process
flexibility in
importance of
questioning
reframing
schemas
shared
suspension of
understanding of
Benevolent authority
Berkley, Susan
Best-interest focus
Big Seminar, The
Blame
Blink (Gladwell)
Blogs
Board membership
Body language. See also Communication skills
Branding
Brochures
Business organizations
Buying process
Case studies
Cell phones
Charisma
Charities, involvement with
Cialdini, Robert
Clark, Jon
Closing the sale, see Permission granting
Coaching, for voice
Comfort zone
Commitment
Common-knowledge statements
Commonality, identification of
Communication skills:
guidelines for
hand motions
nonverbal, generally
pauses
posture
practice for presentations
pronunciation
rhythm
speech patterns
speech training
speed of speech
voice, see Voice
Company story
Competition
Concessions
Concurrence
Confidence
Conflict, in negotiation process
Confrontation
Connotation
Contrast
Covert persuasion strategies:
guarantees
inconsequence
test drives
trials
Credibility:
destruction of
importance of
sources of
transfer of, see Credibility transfer
Credibility transfer:
active
implied
process of
Critical thinking
Curiosity:
creation and enhancement of
decision-making process and
importance of
purpose of
questioning assumptions/beliefs
Dailey, Angela
Deadlines
Deception
Decision-making process
Defenses, lowering of
Desire, verbalization of
Detailed information
Dining etiquette
Direct questions
Discounting
Dress guidelines
Drucker, Peter
80/20 rule
Emotion:
empathy and
in storytelling process
Emotional desire
Emotional release, belief change and
Empathy
Endorsements
Ethics
Etiquette
Evaluation process
Exclusivity:
benefits of
demonstration of
gifts
Expectations
Expertise:
example of
importance of
Eye contact
Facial expression
Facial mask
Familiar/familiarity:
example of
identification of
importance of
persona
presentation and
relationship building and
research
shared experience
Feedback:
importance of
in storytelling process
Feldenkrais
Fidogear
First impressions
Follow-on questions
48 Laws of Power, The (Greene)
Fraternal organizations
Fraternities
Friendships, cultivation of
Future pace
Generalizations
Ghostwriting
Gifts
Gladwell, Malcolm
Goal-oriented salespeople
Google
Grab-me-by-the-ears statement
Graphics:
presentation skills
use of, generally
web site design
Greene, Robert
Group selling
Guarantees
Gurudom:
benefits of
blogs
defined
expertise
opinions
personal experience
radio programs
self-promotion
subject matter knowledge
30-day development process
writing opportunities
Hand motions
Handshake
Harvey, Paul
Headlines, in ad creation
Hill, Napoleon
“How do you know” questions
Image, see Appearance
Image consultants
Imagery
Impulse/instant purchases
Inconsequence
Inflection
Influence, Quick Persuaders:
accountability
availability
belief system
curiosity
expertise
gifts
inconsequence
transference
Inner circle
Insurance
Intent
Interactive presentations
Internet, benefits of. See also Web site
Internet marketers
Interviewing guidelines, radio programs
Intuition
I SELL process:
educate, answer, and encourage
identify qualified prospects
lead them to their best decisions
let them buy
start your story
Judgments
Justification
Keywords, search for
Knowledge, evaluation of
Law of contrast
Law of Reciprocation
Leads, asking for
Letter-writing guidelines
Level 1 /Level 2/Level 3/Level 4, Style Scale
Leverage
Likeability
Limbaugh, Rush
Loss, potential for
Mandossian, Alex
Manipulation:
car purchase example
defined
effective
five conditions of
persuasion distinguished from
process of
Manners/mannerisms
Market research
Mastermind groups
McQuown, Maggie
Media coverage
Minibiography
Monotone voice
Morin, Armand
Motivational speakers
Negotiation:
components of
concessions
expectations
expertise
likeability/familiarity
prejudices and
prospect, knowledge about
questions
seven steps in
win-win outcome
Networking
Next-action steps
Nonprofit organizations
Nonsecular organizations
Nonverbal communication
Omission
Opinions:
development of
sharing
Outcome-based goals
Partial information
Pauses, use of
Permission granting:
“acting as if” strategy
group selling
implications of
importance of
process of
psychological impact
reassurance
subliminal strategies
Persona:
appearance
availability and
communication skills
creation of
defined
elements of
positioning
voice
Personal appearance, see Appearance
Personal story
Persuasion, generally:
as art form
benefits of
defined
manipulation distinguished from
six tenets of
Persuasion Equation:
applications, generally
influence
positioning
presentation
Podcasting
Positioning
Posture
Posturing
Power, transfer of:
active
enhancement of
implied
process of
Prejudices
Presentation:
audience involvement
audio
brochures
future pace
graphics
guidelines for
nonverbal communication
reticular activator
storytelling
Primacy effect
PR NEWSWIRE
Product/service story
Profitable ads
Profnet
Pronunciation
Proof:
belief creation and change process
in storytelling process
Prospect identification
Provocative statements
Public relations plan
Questions:
in ad creation process
direct
in I SELL process
in negotiation process
in storytelling process
types of
Quick Persuaders:
accountability
commitments
concurrence
effectiveness of
empathy
giving to receive
inconsequence
likeability
social matching
as support
Raddatz, Rick
Radio programs
Rapport
Rasband, Judith
Rationalization
Real simple syndication (RSS)
Reassurance
Recency effect
Recommendations
Reeder, Steve
Reeves, Rosser
Referrals
Relationship(s):
building strategy
development of
endorsements/referrals
long-term
permission granting and
rapport, see Rapport
reinforcement of
Relevancy:
defined
familiarity and
importance of
needs and desires
questions for
Religious beliefs
Repeat clients
Respect, mutual
Reticular activator
Rhythm, in storytelling
Risk/potential reward ratio
Sample products
Seek, Shannon
Self-promotion
Self-publishing
Selling:
client desires
hiring staff
leads
marketing and
problem of
Shared beliefs
Shared opinions
Sliding pricing strategy
Smiling
Social matching
Social proof
Solution:
justification of
search for
Special offers
Specific-need persuasion strategy
Speech training
Storytelling:
in ads
AIDA formula
benefits of
conclusion
curiosity creation
development of
elements in
example of
guidelines for
imagery
in I SELL process
know your story
lay out the story
meaning/message in
to media
outline
persuasive vs. storybook stories
in positioning process
power of
practice for
presentation guidelines
primacy effect
recency effect
writing stories
Style Scale
Subject matter knowledge
Support
Teleconferences
Telephone calls:
acceptance of
initial contact
voice guidelines
Teleseminars/teletraining
Test drives
Testimonials
Thin slice, in decision-making process
Time limits
Time-oriented salespeople
Time sensitivity
Timing, importance of
Toastmasters
Tone
Tracking ads
Tradeshows
Traffic counts
Transference
Trials
Trump, Donald
Trust development
Truth/honesty
Uniqueness
Unsuccessful salespeople
Up-selling
Urgency, creation of
Videotapes, for self-evaluation
Voice:
exercises for
facial mask
inflection
pitch
projection of
quality of
speech training
tone of
variation in
Warranties
Web site:
blogs
design guidelines
testimonials on
White papers
Word-of-mouth reputation
Writing guidelines, advertisements
Writing opportunities
Written testimonials
Yes set
Ziglar, Zig