Persuasive Speaking Manual 1 - Selling a cheap car

Today I'm going to show you how to sell. It's easy if you know how.

Selling is a serial process, involveing a sequence of SIX steps. When I demonstrate the process you can make a point of noting each step and how competently I manage it as I move from one step to another.

First, identify the target - make sure they have enough of what you want, normally money. Second, introduce yourself and build rapprt. In other word's, make friend with the specimen. use smalltalk. 3rd establish the specimen's needs. Ask questions. Often he won't know what they are, then you may need to tell him. 4th, crdibility, make him think younknow what you're talking about. fifth, make him think your product meets his needs. Introduce him to the product and make it seem that it is exactly the right thing. And Finally 6th, get commitment. that means get the specimen to hand over their credit card.

Ok, step 1: Here we have what looks like a suitable specimen. First, the approach and befriend. [coling with money hanging out pocket]

Now on to step 2: I see the Subaru Econo 1.2 Saver has caught your eye. A beauty, isn't she?

Yes, indeed. I'm looking for something like this. small and economical to get me and my family/wife around town cheaplyu and effectively.

Well this will certainly do that job. It's so cheap. A lot of cheap, poor losers come in here and buy this car. You see them all the time driving around town. Efficiently, effitively, saving the planet. Thank goodnes for them.

[talk]

You look like a man who gets what he wants in life. Let me guess. You're sucessful, married. Handsome intelligent children. Have you got a girlfriend yet?

No? But what about your most basic needs according to Maslow?

[talk]

You're obviously suffcieintly fed. Maybe it's time you considered some of your higher order needs? I mean, you're not the most handsome of guys, maybe you need to consider supplementing your looks? And, judging by this conversation, your personality needs a bit of supplementation too. No offence, intended, I'm only here to help.

[talk]

Listen, I'm going to be straight with you. I have a PhD in developmental mentorship, so you can call me Doc. I'm also going to give you some free consultation advice. You are an intelligent, wise person who has advanced past the point in life where they need the Subaru Econo. 1.2 Saver V2. You might be a bit short of cash, but that's because you are still stuck in the past. You need to look the part before society will reward you because they think you look rich and deserve it. I mean, just look at your shoes, for example. Did you get them at PnP?

[talk]

How are those shoes working for you?

[talk]

Ok. First point. When you leave here, go straight to DKN Sandton City and get yourself a paitr of these babies. Pure Baby Wild Western Lesser Oryx skin, taken from it's mother before the age of 3 months, slaughtered, it and its brother were all needed just for this one shoe.. Another family group were killed for that one. Soft and compfartable. Even just walking out that shop a super hot woman couldn't help herself, came up to me and asked directions. She obviously wanted me to takje her out and show her what's what. But I knew, even then I was meant for bigger things. hers were a bit undersized. I was just like you are now. a word of advice. When you get that first opportunity, don't be greedy. There'sll be plenty more. Be picky.

Second point. Don't buy this car. Period. Only the simple, superficial needs you identified when you walked in would have been met. You see that pathetic wimpy guy who just walked in the door? In 20 minutes time I will go over and sell him an Econo. But you. You're not like that. I know it. I would never live with myself if I sold you an Econo. It woulod have been so easy because it's cheap. But you're not cheap. Deep down, you would have remained completely unsatisfied. You would never even have known why. You are so luckily I was here. Now come over here. This is the Subaru V8 Biturbo Super Viper. In it's way, it's all the things the Econo is. Except it will make you deeply, completely satisfied. Yes, it uses a bit of petrol. Yes, the insurance is high. And yes, you can't really put things like shopping, your wife or your luggage in it. But it completes you.

Climb in here. Now let me start it. Now rev it.

Did you feel that? I know you did. I'm not even goign to suggest a test drive, because I know, and you know, that this is the car for you.

Now, come over here. You're worried about the price, aren't you? That's because you have n't lifted yourself to a higher state of being yet. The moment you drive out the door in this car, you are elevated. You are fulfilled. The Hindus call it a state of Nirvana. Its really nice. Very few reach it. It is complete satisfaction. In that state, money is meaningless. Money will automatically be provioded by the laws of nature.

Have you got any questions about the Viper I ahven't covered yet?

[Service contrsact? Warranty? Cost of ownership?]

Colin, Colin. Those are the kinds of questions you would ask if you were buying the Econo. The Viper is a different proposition. As a viper buyer, you are above mundane considerations. You should be askinf questions like will it be the most poweful car on the road? Will models be falling all over themselves to somehow get into the passenger seat? Will my dreams change from how to make ends meet for my family, to banging my door carelessly against the assitant clerks Econo at work and leaving a big ugly mark down the side of her car? And, BTW, the answers are all a resounding YES. The Viper ticks all the boxes of a person of your calibre.

[How much money can I expect from the laws of nature?]

That's more like it. The answer is: Nature can not be questioned, or pressed upon, or complained to. Nature examines you, insde and out, and makes a decision. In fact, Mother Nature is fair and loving, unfortunately. So you need to fool her into thinking you need much more than everyone else. But when she sees you in your Viper, she, like all other females, will be fooled.

Here is the contract. Higher order people don't lower themselves to reading such things, so you don't need to bother with that any more. Life is going to be so much easier for you from now on. Just SIgn here. Then let me take the documentation through to the credit applcation department.

returns. I'm so excited for you. It's so good to see a person leaving the husk of what they were, and finally gaining substance. In your case, it's quite late in life, but still. You've probably still got a few years in hand. If that 450kW of biturbo power doesn't pout a stop to the old ticker hey? Not to mention the stream of women with suitably big things?

phone rings. Hello? silence.

I've got good and bad news. It seems you'll need to stay at your basic level of exsitence for a while yet. You and your wife don't even have enough income for the Viper. Even a bond against Your house value doesn't cover it. Sad. I think I misjudged you. You should really move to a better area.

You can drive the Econo. So thanks for helping with the planet and animals and stuff.

Now the good news. Here's my card, for a consultation. You'll need to save up for it though. Now out the way, maybe that loser who walked in just now isn't such a loser after all. Apprently it's harder to tell than I thought.