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John procrastinated for a week and then bought from Carol’s competitor. Sound familiar? Why? Because Carol didn't determine John’s psychological buying strategy. <br />5. RELATIONSHIPS are everything! <br />Win-Win-Win <br />Law of association <br />Testimonials <br /> The speed of todays business is consistantly increasing at a rapid rate. Companies are looking to increase their communication efficiency to maintain an edge over their competition. In the past 30 years a new model of communication and excellence has risen in the field of human behavior, a science that enhances the components between what we think, understand and how we communicate to people. Great sales people know this, because they’re flexible and change their presentation style to match the needs of their prospects, which they will influence. 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