How to Succeed 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
    Understanding: The result of combining affinity, reality and communication

    Part 1, click here. Part 2, click here. Part 3, click here! Part 4, click here.
    Part 5, click here. Part 6, click here. Part 7, click here. Part 8, click here.

    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, 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
    kind, helpful salespeople.

    For example, if you try to sell something without first establishing good ARC, the
    prospect is not going to tell you how he or she feels.

    "So are you ready to buy?"
    "No, I want to think about it."
    "What's there to think about?"
    "None of your business."

    If you are in good ARC, you get a different response.

    "So are you ready to buy?"
    "Well, I'm concerned about the price. Can you tell me again how your payment plan

    Salespeople with high ARC even get sales because of their excellent ARC! "She
    was just such a nice person, I couldn't say no."

    Because your friendship is genuine, you do your best to reach an ethical, helpful
    agreement or sale.

    People then tell you, "I'm so glad we worked out a deal where we both win!" "If you
    hadn't helped me, I would have bought the wrong insurance policy." "You really
    helped us solve so many problems with our finances. Now we can move into this
    wonderful home. Thank you!"

    How to Establish ARC with New Contacts

    This powerful quote can make anyone into a good salesperson or negotiator.

    "The way to talk to a man, then, would be to find something to like about him
    and to discuss something with which he can agree." -- L. Ron Hubbard, from
    The Problems of Work

    For example, if you are a smart car salesperson, you silently find something to like
    about the prospect as you approach. "I like how clean he keeps his car." Because
    you have created a little affinity for the prospect, he or she will find it easier to have
    affinity for you.

    Then, you find something on which to agree. "Quite a nice day we're having, would
    you say?" "Do you like the look of that new model?" "I noticed that you keep your car
    in good condition."

    When you attend business or social functions, you can make several new contacts
    with ARC. Simply walk up to someone, find something you like about him or her, then
    discover a point of agreement. "What do you like best about these gatherings?"
    "What is your opinion about _____(the meeting topic)_____?" "What business are
    you in?"

    As a negotiator or deal maker, you have greater success when you first establish
    ARC with all parties. For example, when you first sit at the negotiation table, you look
    at each person and find something you like about each. "I like his suit, I like her hair, I
    like how bright he looks and I like how organized she is."

    You then discuss something on which everyone can agree. "Does everyone agree
    that our goal today should be to find a deal that meets all our needs?" "Is it okay with
    everyone if I control the discussion?" "Can everyone work on this for two full hours
    without interruption?"

    Magically, because you use ARC, you get more done in less time with greater results!


    1. Write down a deal you would like to negotiate or an item you would like to sell this

    2. Write down how you will establish ARC with the people involved.

    3. Go do it!
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