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Persuasion, The Tools Part #1 Date Posted: 5/27/2004
This topic is so large; I have broken it down into 3 segments. In this first segment, I discuss the foundation of the persuasion process and what the salesperson must do to set the context for effective persuasion. It is a fact that what comes directly before the actual request for compliance (the close) is actually more influential in the communication process than the request itself. In this segment, I show them how to set the context. Then I share the first tool of persuasion and influence: reciprocity.
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