Word Tracks

The Complete Package

Word tracks in themselves can be valuable (the many provided for you in this program are extremely effective), but it's what we follow up with along with control of our rate of speech, inflection, tone, and facial expression that complete the package. As you will hear in the excerpts, this is a comprehensive program that brings out the nuances of this business.

But, the basic idea of the techniques is to have the guest respond either with an "I understand," upon which the consultant will close, or a "what do you mean?", upon which the consultant will continue to help the guest understand the situation by means of additional countering word tracks or third party examples from past experiences. These actions, combined with the ability to skillfully retreat or pull-back, are all components of The Technique.