Carol Bentley

Charismatic Sales

MessagesPresented by...Based on Chapter Four

of her latest book...

KAVA

Introducing... inaesthetic

uditory

isual

uditory-digital

KV

40% 10%

40% A10%

People have different ways of communicating, we each have a preferred

representational system. . .

A

Kinaesthetic – 40%In touch with feelings & emotionsLike touchingPlay with their hair or penSpeak softly, gently and slowlySay. . .

◦ ‘This doesn’t feel right.’◦ ‘I get your drift.’◦ ‘Get a grip on yourself.’

Look downBreathe from bottom of stomach

Visual – 40%Like to ‘see the big picture’Speak very quicklyLike things to look goodThink in pictures, so think quickerSay. . .

◦ ‘Let’s shed some light on the matter’◦ ‘From my perspective, it looks like this.’◦ ‘I get the picture.’

Look upBreathe high up in chest

Auditory – 10%Care about how things soundLike peace & quiet – distracted by noiseUse intonation to emphasiseTalk to themselves (listen to their inner

voice)Say. . .

◦ ‘We’re on the same wavelength.’◦ ‘That sounds about right.’◦ ‘I hear you, loud and clear.’

Look side–to–side (at their ears)Breathe from middle of chest

Auditory-Digital 10%Subcategory of AuditoryLike sounds that have meaning:

words, numbers, namesFocus on facts & figuresLike to work things out before decidingSay. . .

◦ ‘I’m lost for words.’◦ ‘The specifications are correct.’◦ ‘That’s logical.’

KAVA

Start slowly, softly. Use kinaesthetic words

Speed up a little. Use auditory words

Speak more energetically. Use visual words

Use factual words

How Charismatic Speakers Engage Their Audience..

Charismatic Speakers...

Tell Stories. . .‘Case studies’ or share experiences

Words7%

Tonality38%

Body Language

55%

Speaker’s Advantage...They can use body language and voice tonality, as well as words, to communicate effectively

We only have Words. . .

that is just 7% of theway we normally

communicate!

When Writing...

Charismatic Sales Letters

Follow the KAVA formulaShare stories (case studies and delighted client testimonials)

Does KAVA really work in

sales writing?

Examples from my client files

The words for each representational system are shown using this colour coding: Kinaesthetic

AuditoryVisualAuditory-Digital

Letter – B2B:

B2B Letter 303.7% Increase

The proposed changes to the deposit protection rules introduced in the Localism Act 2011 (due to be brought into force in April 2012) are ringing alarm bells with me and should with you too because there is the potential for some agencies to be facing a mind-boggling penalty of £6,480,000 if they do not comply with the new rules. 

This is just one of the lettings legislation changes we discuss in our low-cost Legal Update course. Attending can help you and your staff avoid mistakes that could see you and your landlords losing not just thousands, but potentially millions.

Kinaesthetic Auditory Visual Auditory-Digital

Letter – B2C:

B2C Letter 34.7% Booked:

because you enjoyed your holiday break with us at South Downs, I think you will love the luxurious five day winter break we have planned for you at Warner's Corton Holiday Village in January 2013. Here's how we plan to banish the post-Christmas, winter blues for you…

. . . time to explore the centre (no screaming kids running about the site) or relax and freshen up ready for your delicious 3-course meal in the Clyffe Restaurant.

And then the fun really begins when the live cabaret show unfolds on stage. . .

Kinaesthetic Auditory Visual Auditory-Digital

Remember To...

Follow the KAVA formulaShare stories & testimonials

Charismatic Sales Letters..Based on Chapter Four of

In 23 chapters discoverEight secrets a professional copywriter uses to

generate massive responseAn easy way to write eye-catching headlines,

sub-heads and email subject linesEmail marketing insights to use in your

campaignsSix crucial elements a perfect lead-generating

webpage should haveSeven insights to crafting a sound social

media policy for your businessThe three checklists I use when writing for

clientsHow to write and use PR effectively

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from..carolbentley.com/offer

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