How to Sell Anything by Tony Robbins *rare video

Summary

El 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

00:00

😀 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.

05:01

😉 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'.

10:02

🤔 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.

15:04

💡 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.

20:05

🚀 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.

Keywords

💡Persuasión

La persuasión es el proceso de influir en la forma en que otra persona piensa o actúa. En el video, se presenta como un tema central, donde se enfatiza la importancia de identificar el estado de compra del cliente y anclarlo a un producto. Se utiliza como un medio para convencer a las personas asistir a un seminario, ejemplificado por la frase 'so all you have to do to persuade, someone is do two simple things'.

💡Estado de Compra

El estado de compra se refiere a la mentalidad o disposición de un individuo para realizar una compra. En el script, es el primer paso para la persuasión, donde se sugiere identificar y anclar este estado al producto para influir en la decisión del cliente.

💡Anclaje

El anclaje es una técnica utilizada para vincular un estado emocional específico a un estímulo, como un producto o una idea. En el video, se menciona como una herramienta clave para la persuasión, donde se debe 'anchor that state to your product' para influir en la percepción del cliente.

💡Rapport

El rapport es la creación de una conexión o entendimiento mutuo entre dos personas. En el script, se destaca como una parte fundamental de la persuasión, donde se indica que 'the first part of this football field called persuasion is to identify or develop what rapport', y se relaciona con la capacidad de influir en las personas.

💡Congruencia

La congruencia se refiere a la armonía entre las palabras, las acciones y las intenciones. En el video, se menciona como un aspecto importante de la persuasión, donde se debe mantener la congruencia en la comunicación para ser efectivo en la persuasión, como se ilustra en 'you've got to be congruent'.

💡Objeción

Una objeción es una razón o argumento que alguien puede plantear en contra de una propuesta o venta. En el script, se discute cómo abordar las objeciones comunes como 'i don't have enough time' o 'i don't have enough money', y cómo utilizar técnicas como 'attack and confess' para superarlas.

💡Comprobar

Comprobar, en el contexto del video, se refiere a la acción de confirmar o verificar la validez de algo. Se utiliza para enfatizar la importancia de asegurarse de que el cliente comprende y está de acuerdo con la propuesta, como en 'you know what before i tell you more, i want to say something'.

💡Conexión Emocional

La conexión emocional es la capacidad de establecer una relación con otra persona a través de la emoción. En el video, se sugiere que para persuadir, es importante 'put them in a state', es decir, crear una conexión emocional que haga que el cliente se sienta identificado con el producto o la idea.

💡Estrategia de Venta

Una estrategia de venta es un plan o conjunto de tácticas diseñadas para influir en la decisión de compra de los clientes. En el script, se menciona que el vendedor debe entender y 'tapping the strategy' del cliente, lo que significa adaptar la persuasión a las necesidades y deseos del cliente.

💡Compromiso

El compromiso es la promesa o decisión de seguir un curso de acción. En el video, se resalta la importancia de obtener un compromiso del cliente, como se muestra en 'you've got to get them to commit', para asegurar que la persuasión resulte en una acción concreta.

💡Cierre de Venta

El cierre de venta es el punto final del proceso de ventas donde se consolida la decisión de compra. En el script, se describe cómo el cierre implica 'bringing things together', como en 'the close simply means to be able to bring, things together', para culminar la persuasión con una compra.

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