A simple and easy way to use “Time Distortion” The Calculator Close Something weird is going on out there. Several students are reporting that one of our earlier techniques (involving Time Distortion) is having tremendous success. To have so many professionals tell us this, independent of each other, must mean something. So with that said, It must be time to reintroduce the calculator close. The calculator close works once the client is close to the purchase. Desire has been established and sufficient rapport is attained. They are close but something is holding them back. That something is usually a way to RATIONALIZE the purchase. This simple and easy close has done wonders for a many professionals. The real magic of this technique is that we are using “Time” in the close. As we teach in this selling system, the use of “Time” has an immensely powerful role in persuasion. It goes something like this: BOB and MARY: “This is a good amount of money, I am very concerned that this is the right decision.” TLS Professional: “Bob and Mary, I can appreciate that you want to make a wise choice today. One of my oldest clients once told me that he never made financial decisions without a calculator. Lets do the same thing.” Handing the calculator to Bob and Mary; TLS Professional: “Mary, why don’t you take the calculator and hold it between the two of you. Their is no need for me to see what you come up with. The first thing I would like us to do is input the amount of Bob’s weekly paycheck. Got it?” BOB and MARY: “Ok, got it.” TLS Professional: “Ok, now add Mary’s weekly paycheck.” BOB and MARY: “Ok, got it.” TLS Professional: “Now multiply that by 52.” BOB and MARY: “By 52? Ok, got it.” TLS Professional: “Now multiply that by 20.’ BOB and MARY: “Ok, we have it.” TLS Professional: “Great, now Bob and Mary, what you are now looking at is how much money is going to go thru your fingers over the next twenty years. This, of course, assumes that you never earn more than you do right now. In contrast, the question you have to ask yourself is this, Can I set aside this small amount for something that I know my family will use and enjoy for many years to come?” How cool is that? Now in the eyes of Bob and Mary it looks like this: Bob’s weekly pay  Plus Mary’s weekly Pay =  Multiply by 52 weeks  Multiply by 20 years  This technique works for two reasons: First: The prospect watches the number climb. By doing so, you are covertly reminding the unconscious mind that they are going to be working for many years. That they are indeed productive and valuable. They are very capable earners. Much of what they earn will go to things that do not serve them. Second: The “Law of Contrast” goes into effect. 22,000 (in contrast to $1,456,000) seems like a small amount of money to redirect into something that is going to mean so much to the family. In the past, some students have tried to short cut this process. Some have added the numbers for the client. (bad idea) Others have asked the prospect for their annual income and then multiplied that by 20 years. AVOID SHORTCUTS! By doing so you are undermining many of the variables that make this technique work. Give this a shot and send me an email. Mickey Booher Your success is assured! HOME Home.htmlshapeimage_4_link_0
Feature Articles (without your FREE subscription) ”MONKEY BUSINESS”  The “Romeo and Juliet” technique  The “Buy Back” technique The “Law of Contrast” Lessons from Johnny  “TIME DISTORTION” monkey_business.htmlRomeo_Week_7.htmlRomeo_Week_7.htmlRomeo_Week_7.htmlbuy_back.htmlbuy_back.htmlbuy_back.htmlContrast.htmlContrast.htmlContrast.htmlContrast.htmlContrast.htmlmonkey_business.htmlRomeo_Week_7.htmlshapeimage_5_link_0shapeimage_5_link_1shapeimage_5_link_2shapeimage_5_link_3shapeimage_5_link_4shapeimage_5_link_5shapeimage_5_link_6shapeimage_5_link_7shapeimage_5_link_8shapeimage_5_link_9shapeimage_5_link_10shapeimage_5_link_11shapeimage_5_link_12
ABOUT THE AUTHOR Mickey Booher has spent 18 years studying the art of influence and persuasion. He uses his expertise in Neuro Linguistic Programming and Hypnosis to design “Real World” Selling programs. As a top producer for many years in the sales industry, Mickey spends his time testing various theories as it relates to why people make the decisions they do. These theories become working models only after being tested in the most extreme of circumstances. In 2000 Mickey Booher developed his Time Line Selling® system. The concept was to take the sciences of NLP and Hypnosis, blend it with “Real world” selling techniques to produce a methodology that would revolutionize the way that sales people communicated with their clients. Today Mickey Booher proudly serves as a Vice President for one of the finest vacation ownership companies in the world. He lives in Carlsbad, CA where he spends all of his free time raising his son.     
Feature Articles (without your FREE subscription) ”MONKEY BUSINESS”  The “Romeo and Juliet” technique  The “Buy Back” technique The “Law of Contrast” Lessons from Johnny  “TIME DISTORTION” monkey_business.htmlRomeo_Week_7.htmlRomeo_Week_7.htmlRomeo_Week_7.htmlbuy_back.htmlbuy_back.htmlbuy_back.htmlContrast.htmlContrast.htmlContrast.htmlContrast.htmlContrast.htmlmonkey_business.htmlRomeo_Week_7.htmlshapeimage_7_link_0shapeimage_7_link_1shapeimage_7_link_2shapeimage_7_link_3shapeimage_7_link_4shapeimage_7_link_5shapeimage_7_link_6shapeimage_7_link_7shapeimage_7_link_8shapeimage_7_link_9shapeimage_7_link_10shapeimage_7_link_11shapeimage_7_link_12
Feature Articles (WITH your FREE subscription)  The “GARP pattern”  The “Mismatcher”  SELLING IN THE SHORT WEEK!  DO LOYALTY PROGRAMS REALLY WORK? How to use NEGATIVE CONTRAST PRICING How to use TRIGGERED REFERENCE METAPHORS HOW TO SELL WITH POWERPOINT  MICROSOFT FIRES BACK Why it is not enough  MORE “CODE BREAKERS” 5 NEW POWER WORDS “TALKING PRODUCTS”  INDUCING “NEGATIVE ATTRACTION!” FEED THE CHICKENS CODE BREAKING CAN YOU SELL A HYBIRD (CODE BREAKERS)  DO YOU SMELL POPCORN?  DO YOU KNOW HOW TO SELL JAM?  TOUCHDOWNS AND TACKLERS!  subscribers_only.html