{"id":4598,"date":"2018-05-14T10:58:59","date_gmt":"2018-05-14T10:58:59","guid":{"rendered":"http:\/\/gccwebsites.com\/startupsales\/?p=4598"},"modified":"2018-05-14T10:58:59","modified_gmt":"2018-05-14T10:58:59","slug":"buoyancy-3","status":"publish","type":"post","link":"https:\/\/gccwebsites.com\/startupsales\/buoyancy-3\/","title":{"rendered":"Buoyancy"},"content":{"rendered":"<p>One concept Pink introduces in his book is buoyancy. This refers to being in control of the sales situation. In order to do this we must ask good questions and stick to the sales process. This includes using negative reverses and settling on no when need be.\u00a0Buoyancy is broken down into three elements: interrogative self-talk (before), positive ratios (during), and explanatory style (after).<\/p>\n<p>Pink goes on to a sample case regarding buoyancy and gives us some tips. Practice interrogative self-talk. Monitor your positive ratio. Tweak your explanatory style and ask questions like, &#8220;Is this permanent? Pervasive? Personal?&#8221;.<\/p>\n<p>Some other techniques Pink explains to us include enumerating &amp; embracing, and going negative once in a while.<\/p>\n<p style=\"margin: 0in; margin-left: .75in; font-family: Calibri; font-size: 11.0pt;\">\n","protected":false},"excerpt":{"rendered":"<p>One concept Pink introduces in his book is buoyancy. This refers to being in control of the sales situation. In order to do this we must ask good questions and stick to the sales process. This includes using negative reverses and settling on no when need be.\u00a0Buoyancy is broken down into three elements: interrogative self-talk [&hellip;]<\/p>\n","protected":false},"author":162,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-4598","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/4598","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/162"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=4598"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/4598\/revisions"}],"predecessor-version":[{"id":4623,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/4598\/revisions\/4623"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=4598"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=4598"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=4598"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}