By Hans Küng
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Extra info for ¿Infalible? Una pregunta
Example text
42 First of all I want you to consider the phrase "It's as simple". What is it implying? What does it tell your sub-conscious? What is it telling your ego? The word "simple" implies to anyone you are communicating with that the subject you are talking about is not a difficult one and should be easily understood by anyone with the smallest amount of intelligence. Now think about whom you are likely to be communicating with. Decision makers? Buyers? Husbands? CEO's or Business owners? The one character trait each of these personalities will have is a sense of pride.
Employees not being able to work due to engineers working overhead and then having to be trained in thirty minutes before they go off site. This is why we have designed our installation process so that this cannot and will not happen....... " Will the hidden objection of installation now come back? Were you able to put questions in the mind of the customer about your competitors' processes? What you have just done is what I like to call "Emotional Oscillation". If you can, think ofa dial with '-10' at one end '0' in the middle and '+10' at the other.
Question 4: This one I have a really big problem with! I would certainly never make someone part with their hard earned money for something that they didn't want, didn't need or couldn't afford. My upbringing and integrity means that in order to sleep easy I need to be safe in the knowledge that my customers are better off now than before I met them. I do have an ethical responsibility to the people I sell to otherwise I become nothing more than a legalized mugger! There you go; a quick insight into why I believe that to manipulate someone in thought or in action has its place ONLY if it is for the GOOD of that person and will ultimately be something that they look back on and thank you for.