1I - Nature of the Offer
15Targets personal criteria and metaprograms
2Targets TRUE need for the offer
16Target's stock knowledge and experience about the offer at hand
3The Size of the Compliance
17Positive or Negative effects the perception of the offer directly
4People don't like to be sold to: Pull back tactics
18Relationship Dynamics/Frame
5Safety/Dangers/Integrity
19Prospect in relation to the item
6II External Factors Influencing Resistance or Acceptance
20Persuader’s relationship with the offer
7Time
213rd Party Opinions
8Based on you or offers past performance
22Advisers and Invisible decision makers
9Presentation of yourself and offer
23III Compliance or Resistance
10Future Projections
24Logical resistance
11Speed
25They don't like you personally
12Decision making
26They decided on another offer
13Values/Social Conditionings/Family/Corporate Values etc…
27Emotional or State based/BT
14Buyers Remorse
28Baby steps leading, to sneak past resistance
