| analogy | A comparison between two different situations that have something in common.
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| autosuggestion | A kind of suggestion that attempts to have prospects imagine themselves using the product.
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| countersuggestion | A suggestion that evokes an opposite response from the prospect.
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| demonstration | The process of showing a product to a prospect and letting him or her use it, if possible.
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| direct suggestion | An approach that suggests prospects buy rather than telling them to buy.
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| dramatization | The theatrical presentation of products.
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| indirect suggestion | A statement by the salesperson recommending that the prospect undertake some action while making it seem that the idea to do so is the prospect's.
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| logical reasoning | Persuasive techniques that appeal to the prospect's common sense by applying logic through reason.
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| metaphor | An implied comparison that uses a contrasting word or phrase to evoke a vivid image.
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| Paul Harvey dialogue | The process of incorporating methods of speech and delivery to make talk come alive rather than sounding dull and memorized.
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| prestige suggestions | A technique in which the salesperson has the prospect visualize using products that people whom the prospect trusts use.
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| proof statements | Statements that substantiate claims made by the salesperson.
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| sales presentation mix | The key communication elements used by the salesperson in the presentation.
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| simile | A direct comparison statement using the word like or as.
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| suggestive propositions | A propositions that implies that the prospect should act now.
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| visuals | Illustrative material that aids a prospect in increasing memory retention of a presentation.
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