Part 4/9:
Once rapport is established and needs are identified, the next crucial step is anchoring. Anchoring involves associating the positive emotional state that has been elicited with the product or service being offered. This is a critical management of emotions that primes the individual’s readiness to receive the offer. Rather than presenting your product aggressively, you should articulate its benefits while strategically reminding them of the positive feelings they experienced during the rapport-building phase.