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http://www.rosj.fora.pl/jawa,2/several-times-without-looking-at-it-8220,63439.html#63829

comfortable with risk taking.Each pattern has their own list of vocabulary words that they use often. As a P.I. [link widoczny dla zalogowanych], the more people you “investigate” the better you will get at recognizing their buying and motivation patterns.L= Listen. The problem with salespeople is they do all the talking/selling. A P.I. asks questions and then LISTENS to the response. Again make a list of 50 questions that you could ask that will unveil the problem you want to solve.Examples:What do you enjoy about grocery shopping? What would you change about your long distance phone service? Do you ever use prepaid phone cards? What concerns you most about your health? Weight loss? Energy Level? etc.V = Value. How are you different from your competitor? Don’t speak poorly of them but know how you’re distinctly unique. I have a consultant friend who calls this your DNA (Distinct Niche Advantage). This VALUE translates into solutions for your client/prospect. Remember it’s not just the product/solution but they are also buying you.E = Envision the problem solved. Talk in past tense like they’re already on board. Examples: “After you’ve been taking our vitamins for a month [link widoczny dla zalogowanych], I’ll help you make a list of those people you think you know we could help&#82