2. 3. 4. It was a dark and stormy night....... 5. Left and Right Logic and Emotion 13st V 6t 6. So What? 7. Dont Think of an Elephant? 8. Know your values and frame the debate........ 9. Identity: How do you identify with your client? How do they identify with you? 10. Timing: Instant Gratification What they want When they want it Only ready to buy when ready to buy 11. Love: Find out what they want Get it for them Ask them if they like it Give them more 12. Empowered: Its not about you! Remember Rule number 6 Being part of the process 13. Nostalgia: Memories Senses Painting a Picture TheMcDonalds Effect 14. Slips: Throw a life saver..... 1 = 5 15. So Whats the Value? 16. It was a dark and stormy night....... The Bulwer-Lytton award offers a display of how not to start a story.................... 17. Folkssay that if you listen real close at the height of the full moon, when the wind is blowin' off Nantucket Sound from the nor' east and the dogs are howlin' for no earthly reason, you can hear the awful screams of the crew of the Ellie May," a sturdy whaler Captained by John McTavish; for it was on just such a night when the rum was flowin' and, Davey Jones be damned, big John brought his men on deck for the first of several screaming contests. 18. Dont Think of an Elephant? 19. 20. 21. Helping You Think!!!! Thanks!!!!