How to Sell Anything by Tony Robbins *rare video
Summary
TLDREl guion ofrece una visión profunda sobre la persuasión, enfocándose en la importancia de establecer una conexión (rapport) y comprender las necesidades de los demás. Se discuten técnicas como el anclaje de estados y la congruencia personal para influir en las decisiones de los individuos. El guion enfatiza la necesidad de ser congruentes y persistentes, incluso frente a un 'no', hasta encontrar el estado interno que lleva a un 'sí'. La persuasión se presenta como una habilidad vital que trasciende la venta de productos, impactando en relaciones personales y profesionales.
Takeaways
- 😌 La persuasión comienza con la identificación del estado de compra del cliente y anclar ese estado a tu producto.
- 🔍 Es importante desarrollar una relación (rapport) con la persona antes de intentar venderle algo, para que se sienta cómodo y en desacuerdo.
- 🤝 Para construir un buen rapport, es necesario ser como el otro, usar técnicas de imitación como tono de voz, patrones de respiración, gestos y movimientos oculares.
- 👀 Identificar las necesidades del cliente es fundamental; preguntar sobre lo que mejoraría en su vida si pudiera.
- 💡 Al conocer las necesidades, se puede usar la técnica de anclaje para vincular el producto con el deseo del cliente de cambiar ciertas cosas en su vida.
- 📈 La lógica y la razón son importantes en la persuasión, pero solo después de haber establecido un buen rapport y haber identificado las necesidades del cliente.
- 💰 Afrontar y confesar las objeciones comunes como 'no tengo suficiente dinero' o 'no tengo tiempo', y transformarlas en oportunidades para mostrar el valor del producto.
- 🌟 Mostrar el 'cielo' si se toma la acción deseada, es decir, describir los beneficios y el impacto positivo que tendrá en su vida.
- 🚫 No aceptar el 'no' como respuesta final, sino verlo como una señal de que el cliente necesita más información o no está en el estado adecuado para aceptar.
- 🔄 Mantener la congruencia y la pasión a lo largo de toda la interacción, lo que incluye asumir la venta y guiar al cliente hacia la decisión correcta.
- 📝 El cierre no es solo un final, sino también una oportunidad para involucrar a otros y asegurar una mayor participación y compromiso.
Q & A
¿Qué son los dos pasos simples para persuadir a alguien según el guion?
-Los dos pasos simples para persuadir a alguien son identificar el estado de compra de la persona y anclar ese estado a tu producto.
¿Por qué es importante desarrollar un vínculo (rapport) antes de intentar vender algo?
-Es importante desarrollar un vínculo para que la persona sienta que tú entiendes sus necesidades y que tú y ella sois similares, lo que facilita la aceptación de tus sugerencias o productos.
¿Cómo se puede identificar el estado de compra de una persona?
-Se puede identificar el estado de compra de una persona a través de la observación de su comportamiento, tono de voz, gestos y la información que ella misma comparta sobre sus necesidades y deseos.
¿Qué es 'anclar' un estado y cómo se relaciona con la persuasión?
-Anclar un estado significa asociar un sentimiento o estado emocional específico con un producto o idea. Esto ayuda a la persona a recordar y reproducir ese estado emocional cuando se presente el producto o idea.
¿Por qué es crucial no asumir la venta inmediatamente después de identificar las necesidades de alguien?
-No asumir la venta inmediatamente es crucial porque es necesario seguir desarrollando el vínculo y proporcionar información relevante para que la persona tome una decisión informada y voluntaria.
¿Cómo se puede usar la técnica de 'mirroring' para desarrollar un vínculo con alguien?
-La técnica de 'mirroring' implica imitar sutilmente las acciones, el tono de voz, los patrones respiratorios y los movimientos oculares de la otra persona para establecer un vínculo y mostrar empatía.
¿Qué es 'atacar y confesar' en el proceso de persuasión y cómo se aplica?
-Atacar y confesar es anticipar y abordar posibles objeciones que puedan tener las personas, como el tiempo o el dinero, y hacerlo de manera proactiva para disolver esos obstáculos antes de que surjan.
¿Cómo se puede utilizar la 'solución' en la persuasión para aumentar la probabilidad de éxito?
-Al utilizar la 'solución' en la persuasión, se presenta claramente los beneficios y resultados positivos que se lograrán si la persona sigue adelante con la decisión propuesta, lo que motiva a la persona a tomar acción.
¿Qué es el 'cierre' en el contexto de la persuasión y por qué es importante?
-El 'cierre' es el acto de finalizar la conversación con una decisión o compromiso por parte de la persona. Es importante porque consolida la decisión y evita que la incertidumbre o la procrastinación afecten el resultado deseado.
¿Por qué es mejor no aceptar el 'no' como una respuesta definitiva en la persuasión?
-No aceptar el 'no' como una respuesta definitiva es mejor porque puede ser un indicativo de que no se ha entendido completamente la necesidad o deseo de la persona, o que no se ha presentado la propuesta de manera efectiva.
¿Cómo se puede mantener la congruencia personal durante el proceso de persuasión?
-Se puede mantener la congruencia personal durante la persuasión a través de la sinceridad, la coherencia en las acciones y palabras, y mostrando una verdadera pasión y convicción en lo que se está proponiendo.
Outlines
😀 Persuasión: Identificar y anclar el estado de compra
El primer paso para persuadir a alguien es identificar su estado de compra y anclarlo a tu producto. La estrategia de ventas debe ser más informativa y no abrumadora. Se enfatiza la importancia de desarrollar una relación (rapport) antes de intentar vender, utilizando técnicas como la imitación de tonalidad, respiración, gestos y movimientos oculares para generar un 'me too' en el cliente. La persuasión exitosa también implica comprender las necesidades del cliente y usar la información para adaptar la presentación del producto o servicio a su experiencia y deseos.
😉 Descubrir necesidades y cerrar la venta
Este párrafo se enfoca en cómo descubrir las necesidades específicas de un individuo y usar esa información para cerrar una venta. Se sugiere que, una vez identificada la necesidad, se puede utilizar la ilógica y la razón para convencer al cliente de la valía de un producto o servicio. También se discute la importancia de asumir la venta, es decir, actuar con la confianza de que el cliente comprará, y cómo abordar y prevenir las objeciones comunes como el tiempo y el dinero, utilizando técnicas de 'ataque y confesión'.
🤔 Gestión de objeciones y cambio de estado
Este segmento del guion explora cómo manejar las objeciones de los clientes y cambiar su estado emocional para facilitar la persuasión. Se discute la técnica de 'ataque y confesión', donde se anticipan y se abordan las objeciones comunes, y se utiliza la idea de un cambio repentino de actitud para mostrar al cliente cómo sería su vida si superara esas barreras. También se enfatiza la importancia de tener una actitud congruente y de no aceptar la negatividad sin cuestionarla, sino redirigirla hacia una perspectiva positiva.
💡 Persuasión: Uso de la lógica y la razón
En este párrafo, se profundiza en el uso de la lógica y la razón en el proceso de persuasión. Se sugiere proporcionar detalles importantes y racionales para convencer al cliente, siempre y cuando se haya establecido una conexión emocional y se haya identificado su necesidad. Se enfatiza la importancia de la congruencia y la confianza en la oferta, y cómo la persuasión no debe ser agresiva, sino más bien una guía para que el cliente tome una decisión informada.
🚀 Conclusión de ventas y superación de objeciones
El último párrafo del guion se centra en la conclusión de ventas y cómo superar las objeciones del cliente. Se describe un enfoque donde se anticipan las objeciones de dinero y tiempo, y se sugiere una técnica de 'ataque y confesión' para abordarlas. Se discute la importancia de la continuidad en la comunicación y la construcción de un compromiso con el cliente, utilizando la entusiasmo y la congruencia para cerrar la venta. Además, se menciona la necesidad de no aceptar el 'no' como una respuesta final, sino como una oportunidad para proporcionar más información y continuar con el proceso de persuasión.
Mindmap
Keywords
💡Persuasión
💡Estado de Compra
💡Anclaje
💡Rapport
💡Congruencia
💡Objeción
💡Comprobar
💡Conexión Emocional
💡Estrategia de Venta
💡Compromiso
💡Cierre de Venta
Highlights
Persuasion involves identifying the 'buying state' and anchoring it to a product.
The importance of developing rapport before attempting to persuade.
Matching and mirroring tonality, gestures, and eye movements to build rapport.
The ineffectiveness of direct sales pitches without establishing rapport.
Understanding the needs of the individual before sharing personal experiences.
The role of congruency in persuasion and maintaining rapport while persuading.
Using embedded commands and anchoring to elicit specific responses.
Addressing common objections such as time and money by reframing the value proposition.
The significance of commitment in the persuasion process and the importance of momentum.
The use of logic and reason in the persuasion process to provide details and build trust.
The concept of 'attack and confess' as a persuasive technique.
The importance of sensory acuity in understanding and responding to the state of others.
The role of enthusiasm in persuasion and its ability to influence others.
The necessity of continuous commitment and the use of 'yes' momentum in persuasion.
The final stage of persuasion involves showing the positive outcomes of taking the desired action.
The art of closing involves bringing together different parts to create a sense of completion.
The power of persistence in persuasion, as demonstrated by top salespeople getting sales after multiple 'no's.
Transcripts
so all you have to do to persuade
someone is do two simple things
one you have to identify and ideally
that first step you're going to do is
you're going to identify
the buying state
one and two is you're going to anchor it
anchor that state
to your product
now ideally right i wouldn't just push
it that fast right because their
strategy maybe have more information
but once i've identified that state and
can set it off consistently can i get
this person to attend the seminar yes or
no
it was absolutely about doubt it's just
like i've impoverive in the dogs
it's a lot of people go on they teach
sales persuasion they go say this and do
that and say there's some do that and
say do this
hey that's all garbage here's what you
do to be able to do this these two
pieces
now if you want to see it in the content
shape
here's how you persuade first part of
this football field called persuasion is
to identify
or develop what rapport you got to
develop a pool you don't walk up and go
hey babies you ever feel like you have
pure xc and you ever want to do that
again come fill out this ticket
that that won't work real well right
they're going to go what are you
you go ecstatic now i don't know they'll
just
that'll get their attention i don't know
if it'll have the effect you want the
point is you gotta have rapport how many
of you can get developed before by
matching mirroring tonality breathing
patterns
gestures eye movements anything raise
your hand aha so the first part down
rapport
simple you want people here to say me
too me too not
so what right
if you go around and you say hey this is
the most incredible thing that's like
when i did it
it's like i met god right in the center
of the coals and like
i just wanted to just like you know feel
like i was going on my surfboard down
this incredible
wave in maui and and what are they gonna
be saying
so what because is that what they would
do
no so do you want to tell them all about
your experience until you first find out
what their experience would be so you
need to find out what their needs are
first thing i do is rapport on me too
you got to be like them see then when
you start to share something
they're going to go god if she really
believed she really had that experience
and
hey i probably would have the same kind
of experience here's the problem in most
persuasion
a person goes out and they're all like
this hey this is really great you gotta
go this thing is so fabulous right and
the other person is in kinesthetic
right and they can't figure out why the
guy won't go the guy goes home maybe
next time mary
is that going to be are you going to be
effective in your persuasion there no
way because you blew it right up front
you're not putting them in the state
before you put them in state when first
thing you need to do is have rapport
so when you're talking that person you
don't want to be over grady and come by
and kick them in the face and go god
it's such a fabulous seminar you can do
anything you want in it
that doesn't work what you've got to be
able to do is enter the world
and in entering the world say you know
if there's anything at all you could
have in your life right now what would
that be
the person goes i don't know if you
didn't know what would it be
oh god if i could just if i could just
feel like you know my relationship with
my wife
could work you know people will tell you
that kind of stuff when you have report
won't they and people discover that
they'll tell you stuff they won't tell
anybody else
i was in jerry west's office the other
day i was really excited he's my hero a
basketball player so you know probably
the greatest guard that ever played
and i spent two hours with him and
rickering was with me and we were both
kind of laughing and looking each other
back and forth because he kept saying
god i never didn't
tell anybody this stuff but you know i
mean tell us more stuff
why do you do that because we are poor
right we have total rapport my point is
you say something like that and someone
said well you know i don't know i just
wish that my self-image would change see
once they tell you
all those things what have you
identified
their needs now do you have enough
information you know
idea general idea about how these
seminar principles like anchoring and
rapport
and knowing what you want and turning
resistance and assistance and love
strategies
do you have enough information there to
affect just about anything any human
being wants
you better believe it so all you've got
to do is find out what that is and then
find out what would it be like if that
relationship totally did work
well it would be fabulous i mean would
it be really fabulous think oh yeah
or you can give them a certain look you
don't have to make the sound right as
long as you duplicate it exactly
or if you're friends right you're
sitting here would it really be fabulous
if you're sitting next to them you don't
have to reach across your slap
just touch them right some people get
really carried away with their anchors
they think they have to go up and go
you don't have to do that to anchor
somebody right all you got to do is just
go
what would really be it right you know
they're sitting next to you like that
like that lady's anchoring her right now
and laughter right
right try it try it again watch what
happens
see she still smiles still laughs my
point very simply is this
that if you ask somebody like that you
can find a human's needs
what they really want and they need and
they only tell you that at first you've
got what
rapport so here you're identifying
you're getting rapport
right and you're finding out
simultaneously you want to find out what
it is find out
what it is that they need find out
if you if you had if you could change
anything in your life right now and
what would you change oh i like it all
the way it is well if you could make
anything better what would you make
better well
nothing oh so you're just going to stay
like you are now then forever
well no i won't be like i am from now
forever well if it could be better how
would it be better
most people will tell you you don't have
to go through all this stuff with them
they'll go well
i don't know i really like it say well
you know if something could be a little
bit better what would it be
i said well you know i'd like to be able
to earn more money
well what would it take for you to be
able to earn more money in your business
well i don't know i if i could learn to
persuade more and
or if i could learn to you know build
rapport with my boss
you know see what have you identified
real specific needs
say let me ask you a question if you
could go spend
a few hours with someone who was an
absolute master in that area of human
communication
relationships business whatever it could
be if you could spend that and by the
end of that time have the skill to be
able to change that right away and the
support to do it too
would it be worth taking some time and
some energy and some capital to do
would it be worth it i mean to get all
that you want for the rest of your life
or to get with this particular thing
would that be worth it
so you've got to be able to what we call
close someone right you've got to be
able to get them to make a what
decision and more importantly a
commitment because see people
the normal approach to human beings is
they will just put things off
people put things off that's a normal
approach what you got to do is get them
to commit
and some people when they start to do
that if you if all of a sudden you
change your physiology and you go
so what would it be worth if you were
going to do that and this and that
are you going to be able to have this
person be persuaded no because are you
in rapport anymore
biggest problem in persuasion is guys
got rapport the whole time right
and then they go to ask for the money
and what happens
well uh um i got this seminar huh
would you uh uh maybe like to go
is that how you do it no you're just
just congruent you're going
you got to go to this thing it'll give
you that answer and it's well worth it
here fill this thing out
but i know the money put on a nice
charge or a visa whatever it takes you
got to go
right you go but but but but you just go
what do you mean
bottom line is what you've got to do is
you got to go to this thing do you want
to continue to live this way with this
thing happening in your life well no
do you want to change it yes and you got
to go here write a check
don't mount it too hard whatever it
takes
see congruency will do it if you have
that congruency and if you fill their
needs you'll do it but you got to have
rapport and you got to find out what
they need
the next piece here is in this
persuasion pieces sometimes you got to
give people a certain amount of logic
and reason
but notice if this was a football field
40 yards of the football field is
identification rapport
getting reports of the same me too not
so what finding out what their needs are
and having them like you personally and
think you're like them that way when you
say it's worth it will they believe you
but if you're in a different kind of
person will they believe you no they're
going to go well they like it because
they're different
but if you're like them and you like it
they're going to go well they like that
they're like me
ah okay so logic and reason is the
second part that is notice that's maybe
10 yards of the football field
10 yards meaning that you're just going
to give them a few details
you know it's 125 well worth every piece
it'll be at this place get a pencil
write this down write down so-and-so
address
do you ask him do you want to go no of
course
you don't want to ask him that you
assume the sale if you found somebody's
needs and you feel it do you have the
right to assume the sale
you better believe it in fact if you
don't you're not showing any personal
power or any respect for that individual
if they have a true need and you know
you can fill it and you don't
then not only have you not had any value
but you've probably taken some away
because you got them to remember the
things they don't like in their life
see what you want to do is get them to
be clear what it is that they can
improve their life and then show them
how to do it right away
so the bottom line is that you say
here's what it is and the way to give
logic and reason is go write this down
grab a pencil come on
right you gotta have that kind of
congruency and if you have rapport can
you say write this down will people
respond if you have a report
oh yes if you don't have a report it
won't work rapport is the presupposition
for all this effectiveness
so you say write this down it's okay
it's on march 22nd or
that's right march 22 here's where it is
write this down it's this location and
as they're writing it down they're
already beginning to unconsciously begin
to
commit to being there so you give them
the logic and reason the next piece is
called
attack and confess attack and confess
part of the persuasive process you must
attack and confess
that is there are a couple things that
come up for human beings in any human
transaction
that is getting humans to do anything
buy things go places do things
these are basically three major
objections you'll hear in your lifetime
number one i don't have enough what time
right in most cases you're gonna hear i
don't have enough time because people
don't like to admit they don't have what
money so they go i'm busy i don't have
time right so the bottom line is that's
one the second one here is i don't have
enough money
and the real reason why people don't do
things is they don't believe it's worth
it
which simply means that you haven't
tapped their strategy you haven't put
and tapping the strategy means you
haven't put them in a state
where they would feel how you'd want
them to feel or how they'd want to feel
in order to go
see if someone says i don't believe i
should go this thing i don't think it's
worthwhile well if you did believe it
was worthwhile how would you feel
what would happen if you right now all
of a sudden instantly you changed and
instantly you started to think hey this
is really worthwhile
if you were to do that right now what
would have changed what are you talking
about
just think for a second what if this
thing was totally worthwhile what if
this thing was worth
every ounce every penny every time every
amount of energy that you would invest
in it
and it would come back tenfold would you
want to go then and they go
well yeah of course what have you done
just now by using that set of language
patterns in order to understand you they
had to process that didn't they
in order to process that it's like
saying don't spill the milk in order not
to build the milk
you got to process what spilling them
looks like so if you say to them what
would it be like if all of a sudden
instantly you change what am i also
doing
embedded commands i'm saying all of a
sudden you changed and you believed it
was worthwhile
and all of a sudden you start to think
about all the areas in your life would
be worthwhile
what would be like then what if you went
to this thing and as a result your
relationships are working perfectly
would it be worth it then well yeah
fill out the card see but you must do it
while they're in state if they're out of
state you're not going to have it it's
like
the example i gave i think last week
right if you go into a place to get some
food and the waiter or waitress comes by
and they slam down their ticket and say
here's your menu what do you want
is that person like that all the time is
that the time to say to them
i don't like the service here no that's
absolutely not the time
will that get your outcome at all
absolutely not what you have to do in
that case is realize that you need to
put that person in a state if you want
to get some good service
and that you're responsible because
you're a professional communicator
see not only one of my staff came and
said you know you blew up on me in this
place and i did i blew up one time
i was in the state of just and i
apologized for it i said i didn't
apologize right he goes yeah
he said but you know i feel like it
happens a lot i said well i'm in that
state sometimes you got to be ready for
it
i said that's not the time to come in
and ask me do you want to do this or you
shouldn't do that when i'm in a state of
this is what's going to happen see
that's not the time right you just watch
my physiology
or you use a phrase to change my state
you go robbins you know
i like this thing about it or i think
this is great or you go
remember that time when this happened or
you changed my state you changed my
physiology by doing that you're gonna
have a chance to be able to communicate
it to me and i'm not gonna respond in a
negative way i'll respond in a positive
way
but you got that sensory acuity same
thing with a waitress right you want to
change your physiology change your state
and you can get great service
how do you change somebody's state what
are your choices quickly
pattern interrupt what else metaphor you
can mirror their state take them out you
can change the physiology by doing
anything
changing physiology is the first key
right or you can ask them something that
makes them process
differently or you can say something
instead of responding what most people
do you go
god they must be working your tail off
here you know i uh
you know take your time with us will
that change somebody's state
now how do they respond to you
differently oh absolutely because you've
changed their internal feeling
and you change their internal feeling
whole new set of behaviors so the key to
sales is
put them in a state where they've bought
before and then while they're in that
state either anchor it or
you know expose your product while you
talk about remember that thing you
absolutely love that's what this
is but if you go here's what i love this
is what you should do
will that work no you've got to make
sure it's something they want they need
some of the time when they knew it was
right
remember a time when you made a decision
you knew was absolutely right remember a
specific time
no no i mean a time when you were happy
about your decision yeah
what if you felt that way about this
right now
what's happened you just attached those
you've at least got to start connecting
and say that's how you're going to feel
once again your congruency and your
willingness to understand that no
does not mean no it just means i need
more information it means you have not
put me in state
no is a different state than yes isn't
it so all you have to do is put somebody
in yes state that's persuasion
put them in the estate put them in a
behavior an internal feeling where they
want to say yes
and then ask them to do something you
want to do and they'll respond that way
i'll answer your question a minute
okay so attack and confess means you
know you're going to hear money
and time right you know you're going to
hear those if someone's if they're going
to object at all
so the key here is not to allow them to
happen but to take care of them up front
the way the way to do that is you say
you know what before i tell you more
about this
i want to say something i don't know if
this is something you've ever
experienced
with other people but i've experienced
i've got this thing i know is valuable
like
like you just told me you want to make
your relationships better don't you
and what am i getting from her
commitment that she does want to make
her labor relationship better
so you want to do that piece and i know
you're committed not everybody's
committed some people tell me after i do
all this stuff and i show them exactly
how they can make their relationship
work
can you believe this some people tell me
i don't have time to go can you believe
that somebody said i don't have time to
go to something that can absolutely
change my relationships
make it work some people operate that
way can you believe that she doesn't
know i can't believe that
what what's your chance by the way i
office can you believe that somebody
would somebody's entire relationship the
most important thing in their life and
they go they don't have time for it can
you believe something like that somebody
would do that
can she ever come back and go oh by the
way i don't have time to go
she could but will she no she'd have to
take everything that she believes in her
own self-image in every way
there's no way i said you know the one
other one i hear is i don't have enough
money
and you and i both know that if
something is important enough some way
we can borrow
you know beg do whatever it takes manage
something here and i'll pay something
there i mean i know i've done that
you've done that before haven't you
yeah i mean the same thing has to be
done here for people some people say
well you know i don't have enough money
to fix my relationship so that works the
way i want
anyway i know that's not you so those
are those are things i was just saying
about that
you know i want you to think about
people you know and then if money or
time is an objection then
what i want you to do mary is i want you
to help me to get them to come with you
the seminar because i know you'd like to
share this with your friends because she
already what
she said that was important didn't she
so what you and i got to do is figure
out how to make sure that they overcome
these
fears and stuff can you help me to do
that now what have i got her to do
now she's agreeing right but what she's
going to do is help me to get other
people to come to seminar with me with
her which means she's already what
going okay it's like getting a train on
a track
you go yes yes yes yes yes yes right if
you get somebody going yes yes yes all
the way through i think all of a sudden
this train is going 100 miles an hour
one way they're all set at the end is
going to go
jump in the middle there turn around and
go the other direction not very likely
because you get a thing called momentum
so what you have to do is continually
get commitments from the individual so
you set the stage
by the way that you enter their world by
developing this thing called rapport and
finding out their needs and people love
to talk about themselves and if you
really are sincere which
i believe all of you are here are you
wouldn't be here if you really care and
you're really sincere and you're
developing rapport and you're like them
and you're finding their needs
then you're going to already set
somebody on the yes track aren't you
because they're going to want to agree
with you because you're like them you're
they know that
you care about them if you then as
you're doing that and you begin to fill
their needs by asking things you are
committed to this right
i say yes i am committed you've got to
wait till they say yes you can go you're
committed to this right then just go
somewhere else
you have to have to set the stage right
from the beginning of getting
commitments from people getting rapport
and getting commitments
and then through the continuity of your
communication meaning continuously
coming back to the value and adding to
that
and through your own enthusiasm and
through your own personal congruency and
commitment
the rest is just assuming the sale
that's all it takes
that's the bottom line enthusiasm by the
way comes from the word en theos which
means god-like
right people are infected by that so you
have rapport you know what they need you
have logic and reason you attack and
confess with enthusiasm
that's how some people are can you
believe that and then what you do is
this is like the hell if you don't
right which preachers have used for
years which by the way is very valuable
because you know what some people will
do
things more we'll do things and work
harder to avoid something than they will
to get something
it's unfortunate but that's the way our
culture seems to be organized i mean out
of
what do you think most sales are
organized on they're not organized on
benefit they're organized on fear
i mean if you talk to retailers
association you hear those managers you
figure out how they do it it's fear of
loss
right that's how it's organized last one
though is called solution
solution and in the solution stage of
what you're doing what you're going to
do in solution is you're going to
show them the heaven if you do
and by the way let me just say on attack
and confess the way you attack is by
either attacking the principal not the
person right you attack
some people actually do this and they
just don't understand or an even better
way is to confess
that you've been guilty you know what i
had a chance to go this thing six months
ago and i didn't go until two months ago
and i swear i can't even imagine the
amount of time i lost and everything
else i mean i
you know that's why i'm here to share
this with you because i'm not willing to
let people do that anymore
i know you're going to go to this thing
now because i'm going to let you
you know be able to slough off like i
did because i lost four months of my
life
see is that pretty powerful the person's
going to come back and go well
much harder solution that was the final
piece the heaven if you do that saying
by the way by doing this here's what's
going to happen your relationship's
going to work this is going to happen
all of a sudden when you come home
you're going to know how to set an
anchor with your husband so he's
absolutely in ecstasy
i mean can you imagine the kind of life
that you're going to have when every
time you come home
and as soon as he hears your voice he
goes ah
right can you imagine what would be like
because every time he sees your face it
causes him to feel
really powerful internal feelings those
kinds of feelings that just
that you guys had originally when you
first met and that's what that's gonna
be like
that's what's gonna happen you're gonna
have skill to do that okay
and last second here is the close
and the close simply means right closing
just simply means to be able to bring
things together
you know bring different parts together
that's what closing is doing bring the
cards together to create a completion
and so what you're going to do is you're
going to say so what i want to do is
fill this thing out and i'll set it up
and who else do you think would want to
come
see if she starts to answer who else
will come then she's already also once
again what
she said she's coming so i'm giving you
a bunch of crash stuff here all
one time but the key here is put
somebody in the state where they say yes
put some in the state where they want
something and you can put them in state
by asking them a time in the past when
they wanted something and keep attaching
it to your product that's all persuasion
needs
and if you're clear in defining person's
need or outcome
something that they desire and you keep
pulling that in it's pretty irresistible
if you continually go forward
and if you know that your congruency is
that you don't accept the word no
all right because no just means that you
haven't gotten me in state yet no it
means i don't have enough information
yet you haven't taught my strategy
effectively so you need to do it again
as i said last week the insurance
companies did a market or did a market
research study and they found that
the top salespeople in the united states
were people the top persuaders in the
united states were people who
got their sales after their fifth no i
mean people said no
five different times before they did it
and they weren't hard closers because
they had rapport right and they just
reframed it
redirected it until they found the way
that's what persuasion is all about
throughout history that's what
persuasion's all about john f kennedy
when he talked to khrushchev about
sending his missiles over right
when chris just said no would he go well
he said no i wish i better find somebody
else to talk
he didn't do that did he right he
understood that crucifix just didn't
fully understand yet the level of
congruency which john f
kennedy was going to provide him with on
a continuous basis until finally
khrushchev's internal state his
kinesthetic internal changed
right and as a result so did his
behavior
so you need to understand that that's
all persuasion is all about and it goes
much higher than creating a ticket sale
it goes to your children and it goes to
your boss and it goes to
yourself as a persuader as a manager or
anything else
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