|Memorize by seeing pictures and are less distracted by noise. Often have trouble remembering and are bored by long verbal instructions because their mind may wander. They are interested by how the program looks.||Typically are easily distracted by noise. They can repeat things back to you easily & learn by listening. They like music and like to talk on the phone. Tone of voice and the words used can be important.||Often they talk slowly and breathy. They respond to physical rewards & touching. They memorize by doing or walking through something. They will be interested in a program that feels right or gives them a gut feeling.||They spend a fair amount of time talking to themselves. They memorize by steps, procedures, sequences. They will want to know the program makes sense. They can also sometimes exhibit characteristics of other rep systems.|
Be all ears
Rings a bell
Get hold of
Get a handle
1. Quickly Grouped Words
2. Lots of interuptions with "um", or "ah"
1. Deliberate Phrasing
2. Long Complicated Sentences
1. Quickly with a minimum of detail
2. Will let you know unconsciously when they understand by changing the subject
1. Extensive Detail
2. Will not give indication of understanding unless you ask
1. Abstract to Global
2. Speculator, gambler
1. Fundamentals to Specific
2. Investor, speculator
|How to Close a Sale
"Be ready to take advantage of an opportunity..."
"Let's study the markets & plan some strategies..."
|Tone of Voice for Close
Slightly fast and excited
Thoughtful, considerate & just above monotone
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