The question is the answer
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Description
Book Introduction
Alan Pease, a world-renowned authority on body language and bestselling author with over 15 million copies sold worldwide, shares his experience and insights into how to achieve success in marketing.
One of the biggest challenges that business owners and marketers face on their journey to success is becoming overly sensitive to negative feedback.
Using the techniques presented in this book, you will discover that every "no" is actually a positive step toward achieving your goals.
One of the biggest challenges that business owners and marketers face on their journey to success is becoming overly sensitive to negative feedback.
Using the techniques presented in this book, you will discover that every "no" is actually a positive step toward achieving your goals.
- You can preview some of the book's contents.
Preview
index
Introduction: A Promise for Success
Chapter 1: Taking the First Step
Golden Rule for Success
Rule 1.
Meet more people
Rule 2.
Meet more people
Rule 3.
Meet more people
Rule 4.
Use the law of averages
Record your ratio
My own $9 poker machine
Achieve great success
Rule 5.
Improve your average rate
Average rate of network marketing business
Chapter 2: Getting a "Yes"
The customer is always right
Why do people oppose?
Key 1.
Melting the Ice: Setting the Mood
Key 2.
Finding Hot Buttons: Identifying Interests
Why People Go into Business
Why didn't Ron participate?
Error in judgment of the glass
How to Discover Your Top Motivators
Five Golden Questions
When Angie met Ray and Ruth
Bruno broke down a solid wall
The dentist whose heart was conquered
Prospects without a primary motivation
The power of silence
How to tell a sheep from a flock of goats
Use the Top Motivation List Group
Key 3.
Press the Hot Button: Show Your Plan
Key 4.
Getting a decision
Chapter 3: Giving Effective Presentations
Technique 1.
Building a bridge
Body language of listening
Technique 2.
nodding
Technique 3.
Use encouraging phrases
Technique 4.
Focus your attention
Technology 5.
Follow along
Report and follow
Create a good atmosphere
Differences between men and women in following
Technology 6.
Matching the assistant
Chapter 4: Making a Positive Impression
What You Can Control About First Impressions
Technique 1.
The power of the palm
Technique 2.
shake hands
Building consensus through handshakes
Handshake types to avoid
Technique 3.
Holding an object with your left hand
Technique 4.
The power of a smile
Technology 5.
Respect personal space
The problem of contact
Technology 6.
Dressing for Success
Chapter 5: Understanding Body Language
Body language is three times more important than spoken language.
3 Rules for Reading Your Audience's Mind
Why Women Understand Body Language Better Than Men
To understand body language
Learn Two Important Body Language Signs
Positive body language
Negative body language
A typical bunch of gestures
Conclusion: Now all that remains is to succeed.
Chapter 1: Taking the First Step
Golden Rule for Success
Rule 1.
Meet more people
Rule 2.
Meet more people
Rule 3.
Meet more people
Rule 4.
Use the law of averages
Record your ratio
My own $9 poker machine
Achieve great success
Rule 5.
Improve your average rate
Average rate of network marketing business
Chapter 2: Getting a "Yes"
The customer is always right
Why do people oppose?
Key 1.
Melting the Ice: Setting the Mood
Key 2.
Finding Hot Buttons: Identifying Interests
Why People Go into Business
Why didn't Ron participate?
Error in judgment of the glass
How to Discover Your Top Motivators
Five Golden Questions
When Angie met Ray and Ruth
Bruno broke down a solid wall
The dentist whose heart was conquered
Prospects without a primary motivation
The power of silence
How to tell a sheep from a flock of goats
Use the Top Motivation List Group
Key 3.
Press the Hot Button: Show Your Plan
Key 4.
Getting a decision
Chapter 3: Giving Effective Presentations
Technique 1.
Building a bridge
Body language of listening
Technique 2.
nodding
Technique 3.
Use encouraging phrases
Technique 4.
Focus your attention
Technology 5.
Follow along
Report and follow
Create a good atmosphere
Differences between men and women in following
Technology 6.
Matching the assistant
Chapter 4: Making a Positive Impression
What You Can Control About First Impressions
Technique 1.
The power of the palm
Technique 2.
shake hands
Building consensus through handshakes
Handshake types to avoid
Technique 3.
Holding an object with your left hand
Technique 4.
The power of a smile
Technology 5.
Respect personal space
The problem of contact
Technology 6.
Dressing for Success
Chapter 5: Understanding Body Language
Body language is three times more important than spoken language.
3 Rules for Reading Your Audience's Mind
Why Women Understand Body Language Better Than Men
To understand body language
Learn Two Important Body Language Signs
Positive body language
Negative body language
A typical bunch of gestures
Conclusion: Now all that remains is to succeed.
Into the book
“Success is a game.
The more games you play, the more times you win.
“The more times you win, the more successful you will be in the future.” Let’s apply this rule to network marketing.
“The more people you encourage to get involved in business, the more people will join.
The more people you solicit for business, the more skilled your solicitation skills will become.” So, what this means is that you need to solicit more people to join your business.
--- p.21-22
While working in insurance sales, I discovered an average of 1:56.
If you go out on the street and ask people, “Wouldn’t you like to have life insurance?” one in 56 people will answer “yes.”
So if you ask this question 168 times a day, you'll make three sales and be in the top 5 percent of all salespeople!
If you stand on the street and ask everyone you meet, "Would you like to join my network marketing business?", the law of averages will dictate the outcome.
Probably one in a hundred people would answer 'yes'.
The law of averages always holds true.
--- p.28
If you don't understand the law of averages, you will be influenced by the circumstances that follow your actions.
When I hear someone say 'no', I immediately feel discouraged.
But if you understand and accept the law of averages, that's not a problem at all.
--- p.31
It's not because what you said is invalid, it's because you said it.
What you said is your opinion.
It's not their idea.
So they feel it is natural to question what you say.
Well then, let's think about it this way.
Prospects believe that what they say is their thoughts, not yours.
So I don't really feel the need to raise an objection.
Therefore, it is important to listen to your prospects and encourage them to say what they want.
--- p.45
Your first impression determines at least 25 things, including your age, income, education, authority, sociability, and trustworthiness.
They even decide how much money they can lend you before you even offer interest.
Fortunately, four of these aspects are within your control.
These are handshakes, smiles, clothing, and personal distance.
The more games you play, the more times you win.
“The more times you win, the more successful you will be in the future.” Let’s apply this rule to network marketing.
“The more people you encourage to get involved in business, the more people will join.
The more people you solicit for business, the more skilled your solicitation skills will become.” So, what this means is that you need to solicit more people to join your business.
--- p.21-22
While working in insurance sales, I discovered an average of 1:56.
If you go out on the street and ask people, “Wouldn’t you like to have life insurance?” one in 56 people will answer “yes.”
So if you ask this question 168 times a day, you'll make three sales and be in the top 5 percent of all salespeople!
If you stand on the street and ask everyone you meet, "Would you like to join my network marketing business?", the law of averages will dictate the outcome.
Probably one in a hundred people would answer 'yes'.
The law of averages always holds true.
--- p.28
If you don't understand the law of averages, you will be influenced by the circumstances that follow your actions.
When I hear someone say 'no', I immediately feel discouraged.
But if you understand and accept the law of averages, that's not a problem at all.
--- p.31
It's not because what you said is invalid, it's because you said it.
What you said is your opinion.
It's not their idea.
So they feel it is natural to question what you say.
Well then, let's think about it this way.
Prospects believe that what they say is their thoughts, not yours.
So I don't really feel the need to raise an objection.
Therefore, it is important to listen to your prospects and encourage them to say what they want.
--- p.45
Your first impression determines at least 25 things, including your age, income, education, authority, sociability, and trustworthiness.
They even decide how much money they can lend you before you even offer interest.
Fortunately, four of these aspects are within your control.
These are handshakes, smiles, clothing, and personal distance.
--- p.132-133
Publisher's Review
The marketing bible translated into 27 languages!
In a broad sense, or in some sense, all professionals in the world are people who sell something.
The only difference is what and how it is sold.
Therefore, the question of how to effectively ‘sell’ that ‘what’ will determine the success or failure of the profession.
In this book, "Questions Are Answers," Alan Pease, the world-renowned bestselling author of "Men Who Don't Listen, Women Who Can't Read Maps," and "Body Language," shares the golden rules of marketing based on his own experience as a highly successful salesperson in his 20s.
It details in five steps what you need to do to grow your business and achieve your goals.
The author first strongly argues against the foolish act of being disappointed by people's rejection and ruining everything else through the 'law of averages'.
The 'law of averages' is a law that applies to almost everything in life, making it clear that nothing in this world comes for free, and that if you work hard, you will definitely succeed.
Next, we'll discuss the secrets of meeting people, empathizing with them, talking to them, and getting them to say "yes" to achieve your goals.
This is the so-called effective presentation technique.
The author summarizes the presentation process into six techniques.
And finally, the "Making a Good Impression" strategy, essential for meeting people! It teaches us to be aware of the meaning our unintentional gestures and words convey to others, and to pay close attention to even the smallest gestures and subtle tones of speech when meeting with clients.
5 Golden Rules of Successful Marketing!
Author Alan Pease is a world-renowned authority on body language and a bestselling author with over 15 million copies sold worldwide.
He shares his own experience of success and how to succeed in marketing.
This isn't something that requires a lot of brainpower or is difficult.
They say that simply meeting more people is the first step toward success.
The reason is the 'law of averages'.
One of the biggest challenges that business owners and marketers face on their journey to success is becoming overly sensitive to negative feedback.
Using the techniques presented in this book, you will discover that every "no" is actually a positive step toward achieving your goals.
Additionally, “everything contained herein has been proven through experimentation and verification, and can produce immediate results.
You no longer need any excuses to achieve the level you want.
“Set a goal and move forward! (From the conclusion)”
Here are five secrets to its success.
1.
Taking the first step
Meet more people and use the law of averages!
2.
Getting a 'yes' answer
Open your customers' hearts with these four keys!
3.
Making an effective presentation
Building consensus is the most important!
4.
Making a positive impression
Control your first impression!
5.
Understanding Body Language
Understand the other person's intentions even in silence!
In a broad sense, or in some sense, all professionals in the world are people who sell something.
The only difference is what and how it is sold.
Therefore, the question of how to effectively ‘sell’ that ‘what’ will determine the success or failure of the profession.
In this book, "Questions Are Answers," Alan Pease, the world-renowned bestselling author of "Men Who Don't Listen, Women Who Can't Read Maps," and "Body Language," shares the golden rules of marketing based on his own experience as a highly successful salesperson in his 20s.
It details in five steps what you need to do to grow your business and achieve your goals.
The author first strongly argues against the foolish act of being disappointed by people's rejection and ruining everything else through the 'law of averages'.
The 'law of averages' is a law that applies to almost everything in life, making it clear that nothing in this world comes for free, and that if you work hard, you will definitely succeed.
Next, we'll discuss the secrets of meeting people, empathizing with them, talking to them, and getting them to say "yes" to achieve your goals.
This is the so-called effective presentation technique.
The author summarizes the presentation process into six techniques.
And finally, the "Making a Good Impression" strategy, essential for meeting people! It teaches us to be aware of the meaning our unintentional gestures and words convey to others, and to pay close attention to even the smallest gestures and subtle tones of speech when meeting with clients.
5 Golden Rules of Successful Marketing!
Author Alan Pease is a world-renowned authority on body language and a bestselling author with over 15 million copies sold worldwide.
He shares his own experience of success and how to succeed in marketing.
This isn't something that requires a lot of brainpower or is difficult.
They say that simply meeting more people is the first step toward success.
The reason is the 'law of averages'.
One of the biggest challenges that business owners and marketers face on their journey to success is becoming overly sensitive to negative feedback.
Using the techniques presented in this book, you will discover that every "no" is actually a positive step toward achieving your goals.
Additionally, “everything contained herein has been proven through experimentation and verification, and can produce immediate results.
You no longer need any excuses to achieve the level you want.
“Set a goal and move forward! (From the conclusion)”
Here are five secrets to its success.
1.
Taking the first step
Meet more people and use the law of averages!
2.
Getting a 'yes' answer
Open your customers' hearts with these four keys!
3.
Making an effective presentation
Building consensus is the most important!
4.
Making a positive impression
Control your first impression!
5.
Understanding Body Language
Understand the other person's intentions even in silence!
GOODS SPECIFICS
- Date of issue: February 13, 2012
- Page count, weight, size: 192 pages | 258g | 128*190*20mm
- ISBN13: 9788993690101
- ISBN10: 8993690103
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