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Bill Bateman
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Bill Bateman   My Press Releases
Pattern Interruption - #5 Master Tool of Influence
Published on 10/6/2012
For additional information  Click Here

"Eloquently Do the Unexpected whenever you realize you're dead otherwise" - Bill Bateman People go from one mental state to another. Every decision that they make is based in part on the "state" they are in at any particular moment in time... When you talk to someone about your product/service/opportunity you may find that they are not "feeling" like they want to listen to you OR they may have anchored/associated what you are saying - in general or specifically - to something they DON'T like... Metaphorically - Pattern Interruption takes that boat anchor and cuts the anchor rope while simultaneously handing a new anchor and rope to the boat owner... This is done by changing the mental state of your prospect in an unexpected way - "breaking" their mental association - and redirecting their "state"... I was selling LIFE insurance to a business owner one time and he unexpectedly went into a rant about how his DAD had been taken advantage of by a Lawyer who had sued him over a liability issue and the Insurance Company had paid the claim and then cancelled his Dad's coverage and (in the then 60 year old son's opinion) "ruined" his Dad's business that he'd worked his whole life for and his life AND then went on to how he had never trusted Insurance agents or Insurance companies since then... Wow... I had great rapport with this man - even though we had not known each other for a long time we liked each other - he liked that I was a 30 year younger version of him in some ways - self-employed - hard working - self determined... Remember good Rapport is crucial to what I did next.... I put a crazy smirk on my face - leaned forward - looked him in the eye and asked - "Could I see your teeth for a second?" "What?"... he stammered - "Could I see your teeth for a second?" I repeated with a deliberate nod and a smile... "Why?"...he smiled back and asked "Just because I wanted to see you smile for a second" - and I shut up - leaned back - and smiled He shook his head with his own smile and - with his "pattern" properly interrupted asked me - "So how much money will I need to put into this policy".... That is the essence of a "Pattern Interrupt". Master Persuaders are master pattern interrupters - this is the best of psychological selling skills Some different ways to "Interrupt Patterns"... Change the pace of the conversation - speed up or slow down Change your accent Stand up - Sit Down Scratch - Sniff - Smile Ask an "out of the box" question - like..."whoa - quick question - I was watching the food channel and I got to ask YOU - would YOU eat a bowl of crickets for a million dollars?" Have fun with this - if you can redirect your prospect at a really intense moment - you control the direction and the outcome of the sales process... One of my favorite pastors ends all of his sermons with... "May God look you full in the face and cause you to prosper" - I like that To your Great Success Bill Bateman - that's like Batman with an "E" in the middle - Virtual Networking Opportunities PS - the link attached to this post is to a site we - David Lundgren and I - provide to our Stiforp and iLA teams after they reach very modest thresholds - for free - now may be the time for you and this may be the opportunity - love to help you reach your 2013 goals
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