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Get Anything You Want with ARC
Affinity, Reality and Communication

 

"Understanding is composed of affinity, reality and communication."

-- L. Ron Hubbard

Affinity: how well you like or love a person
Reality: how much agreement you have with a person; what you agree to be real
Communication: your exchange of information and ideas

(See the links below for Parts 1, 2 and 3.)

Part 4: ARC in Sales and Negotiations

Even if you are not a professional sales person or negotiator, you do sell and negotiate every day. For example, you might sell an idea to your boss, negotiate dinner plans with your spouse, sell your value as a worker to get a raise, negotiate a lease, convince someone to work for you, negotiate with your son to clean up his room and so on.

Unfortunately, many salespeople and negotiators are taught to treat prospects like the enemy. "Strip off their objections! Make them afraid to buy from anyone else! Push them into a corner! Take away their choices! Nail them to the wall! Push them hard until they agree!"

With the ARC Triangle, you put the relationship first and the sale second. You communicate with the person, have affinity for the person and then reach an agreement with the person. ARC is so powerful, it even makes bad salespeople into wonderful salespeople.

 

Example

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Copyright © 2013 TipsForSuccess.org. All rights reserved. Grateful acknowledgment is made to L. Ron Hubbard Library for permission to reproduce selections from the copyrighted works of L. Ron Hubbard.
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