1. The Unfair Sales Edge©:
Getting to ‘Yes’ ... Without Selling
Denise Corcoran
L e a d i n g E x p e r t i n “ Yo u r B r a i n a n d P e r f o r m a n c e ”
T he Empowe re d Bu si ne ss ( t m)
w w w. Empowe re dBu si ne ss. com
de ni se @e mp owe re db usi ne ss. com

2. Why
... This Presentation?
... Now?

3. Key Topics
Setting the Stage: Unlocking Your Prospect’s Brain
The Unfair Relationship Edge:
Winning Trust ... Bypassing Resistance
The Unfair Process Edge:
Creating Desire ... Advancing the Conversation
The Unfair Influence Edge:
Inspiring the “Buy” ...Winning Agreement
Q&A

4. Setting The Stage:
How Your Prospect’s Brain Works

5. The Brain’s “Hardware Architecture:”
Why It Is Important in Sales
• “85% of all buying decisions are made
at the unconscious level.” (Harvard
Business Professor)
• “90% of our perceptions are driven by
memories and the meaning, feelings
and thoughts associated with them.
(Atul Gawande, Surgeon)
• “The reptilian always wins. I don’t care
what you tell me intellectually. Why?
Because the reptilian always
wins.” (Clotaire Rapaille, Market Our “3 Layered” Brain
Researcher)

6. The Brain’s “Software System:”
How It Drives Your Prospect’s Buying Behavior
The Brain’s “Gatekeepers”
(aka Filters)
• Attitudes
• Values
• Beliefs/decisions
• Personality Structure
(“Meta-programs”)
• Memories
• Language
“Your brain only processes .0001% of external (sensory) information.”
(equivalent of 1 drop/per 32 ounces of water)

7. The Unfair Relationship Edge:
Winning Trust ... Bypassing Resistance

8. Rapport
The “Make or Break” Sales Skill
“Anything is possible in the presence of rapport. Nothing is
possible without it.”
Milton Erickson, M.D.

9. What is Rapport ... REALLY?
Is
• Bridging “maps” Your “map” Their “map”
• Being in their “shoes”
• Perceived similarities
• Speaking their “language”
Is NOT
• Warm fuzzies
• Small talk
• Similar interests
• “Old school” techniques

10. Why Rapport Is
THE Most Important Skill In Selling
Conscious Mind Unconscious Mind
Know Like Trust
Marketing/Sales Continuum
• No Rapport = No Sale
• Lack of Rapport => Resistance, Stalls, Objections
Rapport builds trust, fuels motivation and ignites synergies.

11. The TellTale Signs:
Are You In or Out of Rapport with Your Prospect?
In Rapport
• “Matching” physiology
• Ease and flow in conversation
• Respecting differences Physiology
55%
• “We” feeling
Out of Rapport Words
7% Voice
• “Mismatch” physiology 35%
• Resistance, tension, stalling
• Sales objections
• “You vs I” feeling

12. Mastering Rapport
Techniques and Language
• Pre-call preparation (“Perceptual Selling”)
• Matching and mirroring
• Speak their language
- Key words
- Thinking style
- Values (“What’s important to you in ....?”)
• Rapport building (“bridging”) language
- “I appreciate ...”
- “I respect ...”
- “I agree ...”
- “... and ...” (eliminate “but”)

13. The Unfair Relationship Edge:
Selling to Your Prospect’s
“Preferred Thinking Style”

14. Advanced Communications Mastery:
Selling to Your Prospect’s “Innate” Thinking Style
Your Prospect’s “Preferred” Thinking Style
Why?
• Builds deep rapport
• Bypasses conscious resistance
• Speeds up the sales conversation
• Increases probability of “YES”
• Decreases “no’s”
What?
• “Sensory dominance” (Visual - Audio - Kinesthetic)
• Deep personality structure

15. ISelling To Your Prospect’s Deep Personality:
An Advanced Tool for High Velocity Selling
Why?
• Accelerates rapport and trust
• Bypasses conscious resistance
• Speeds up the sales conversation
• Increases probability of “YES”
What?
• Motivation Direction: Toward vs Away
• Choice: Options vs Procedures
• Sorting: Sameness vs Differences
• Scope: Big Picture vs Details Do you know how your
prospect thinks?
How? Through questions

16. Precision Selling:
Key Sample Questions To Uncover Your Prospect’s Deep Personality
‣ Motivation Direction Away From Toward
“Why is ____ important to you?”
‣ Choice Procedures Options
“Do you prefer looking for
alternatives or following procedures?”
‣ Sorting Sameness Differences
“What’s the relationship between this
year’s performance vs last year’s?”

17. The Unfair Influence Edge:
Inspiring the “Buy” ... Winning Agreement

18. Advanced Influence Techniques:
Secrets To Becoming A Master Sales Communicator
• Stories, archetypes and metaphors
• Conversational belief change techniques
• Emotional anchoring
• Power words and phrases
- “Because” ... “And”
- Repetition of key words (“Yes, we can!”)
- Tag questions (“..., isn’t it?”)

19. Creating Win/Win Sales Outcomes:
Summarizing Key Points and Reminders
• Maintain continous rapport
• Use “bridging language” to deepen rapport, gain agreement
and move past resistance/stalls
• Speak to your prospect’s “preferred thinking style”
• Utilize the 3 types of questions to uncover buying
motivations, criteria, “real” needs and gain agreement
• Help your prospect create a vision of what’s possible
with your solution (inspired buying)
• Use with integrity and for the highest good of your prospect

20. Denise Corcoran
L e a d i n g E x p e r t o n “ Yo u r B r a i n a n d P e r f o r m a n c e ”
Special Bonuses for Jigsaw
Participants
Email
denise@empoweredbusiness.com
‣ Additional Neuro-Based Resources,
including a 32 Page Report, Buying 2.0
‣ One Burning Webinar Question
‣ Complimentary 30 min. Consultation -
“Your Preferred Thinking Style” (1st 5
respondents)
‣ Special discount to our next World Class
Sales Excellence Roundtable

21. Denise Corcoran
Opening Your Door To A New Frontier of
Performance Possibilities and Competitive Advantages
‣ CEO, The Empowered Business (tm)
‣ Leading Expert in ...
- Peak Performance & Excellence
- Communication & Influence
Mastery
- Human Behavior, Change &
Accelerated Achievement
- Leadership & Organizational
Transformation
To achieve your Unfair Sales Edge, contact:
denise@empoweredbusiness.com
w w w. E m p o w e r e d B u s i n e s s . c o m
650-348-1842