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May 4 - May 5, 2018
I’m Not Sure If It’s for You, But
When you say to somebody, “I’m not sure if it’s for you, but.. .,” the little voice inside your listener’s head hears, “You might want to look at this.” EXAMPLES Here are a few examples to help you in your daily routine: I’m not sure if it’s for you, but would you happen to know someone who is interested in (insert the results of your product or service)? I’m not sure if it’s for you, but we have plans on Saturday, and you’re welcome to join us. I’m not sure if it’s for you, but this option is available for this month only, and I would hate for you to miss out. This rejection-free approach
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Open-Minded
How open-minded would you be about trying this as an alternative? Would you be open-minded about giving this a chance? How open-minded are you about increasing your monthly income? Would you be open-minded about seeing if we could work together?
When introducing a new idea, start with, “How open-minded are you?” This will naturally attract people toward the very thing that you’d like them to support. Everybody wants to be open-minded.
What Do You Know?
To influence others, you must be aware of how to control a conversation. One way of regaining control is to move the other person’s position from one of certainty to one of doubt.
The goal is to turn the situation into one in which the other person admits that their opinion was based on insufficient evidence, while retaining the ability for them to save face in the conversation. It is the power in the preface, “What do you know about...?” that softly threatens their knowledge base and forces them to share the reference on which their argument is based.
What do you know about us, our business and the way we do things differently? What do you know about everything that has changed since (insert event)? What do you know about how things really work here? What do you know about the benefits of (insert product sector)? These questions allow the other person to realize their opinion is perhaps not correct, and they can quickly become far more receptive to change.
How Would You Feel If?
People make decisions based on what feels right first. If you can make it feel right, the rest is easy.
How would you feel if this decision led to your promotion? How would you feel if your competition passed you? How would you feel if you turned this around? How would you feel if you lost everything?
Just Imagine
Just imagine how things will be in six months’ time once you have implemented this. Just imagine what your boss would say if you missed this opportunity. Just imagine the look on your kids’ faces when they see you achieve this. Just imagine the impact this could have.
When Would Be a Good Time?
When would be a good time for you to take a proper look at this? When would be a good time to get started? When would be a good time to speak next?
The preface “When would be a good time to...?” prompts the other person to assume that there will be a good time and that no is not an option.
I’m Guessing You Haven’t Got Around To
I’m guessing you haven’t got around to looking over the documents yet? I’m guessing you haven’t got around to setting a date yet? I’m guessing you haven’t got around to making a decision yet?
By pushing for the negative scenario, you get people to rise to the positive or to tell you how they are going to fix the thing they said they were going to do.
Simple Swaps
A simple change of wording puts you in control. Swap the phrase, “Do you have any questions?” with the improved, “What questions do you have for me?”
A simple change of wording moves this from out of your control to completely in your control. Swap the phrase, “Do you have any questions?” with the improved, “What questions do you have for me?” The minute you assume an outcome, the easiest response for them to give is that they have no questions. What does this really mean? It means they have made a decision and you are perfectly positioned to ask for it. This change of wording typically results in you gaining that response or in the specific questions they need answers to.
A mistake many people make is asking, “Can I have your phone number?” When you ask somebody, “Can I have your...?” it creates a permission-based resistance in the other person, which makes it harder to get what you hoped for, since a “yes” or “no” response is required. It can be seen as an invasion of privacy. Instead, asking the alternative question, “What’s the best number to contact you at?” results in people effortlessly giving you the information you requested.
You Have Three Options
The rhythm of three makes for easy listening for the other person, and by leaving your preferred choice until the end, you easily build the value of that option and load the choices so your preferred outcome stands out as a clear favorite.
“Of those three options, what’s going to be easier for you?” Finishing with another set of Magic Words means they have to pick one of those options.
Two Types of People
There are two types of people in this world: those who leave their personal financial success in the hands of their employers and those who take full responsibility and build their own futures. There are two types of people in this world: those who judge something before they have even tried it and those who are prepared to try something and base their opinion on their own experience. There are two types of people in this world: those who resist change in favor of nostalgia and those who move with the times and create a better future.
I Bet You’re a Bit Like Me
I bet you’re a bit like me: you enjoy working hard now, knowing that it will pay dividends in the future. I bet you’re a bit like me: you hate watching trashy TV in the evening and would rather work on something beneficial. I bet you’re a bit like me: you’re a busy person who’s always juggling to get everything done.
The Magic Words “I bet you’re a bit like me” often result in the other person comfortably agreeing with you.
If... Then
If you decide to give this a try, then I promise you won’t be disappointed. If you put this in your stores, then I am certain your customers will like it. If you give me a chance in the role, then I am confident you will thank me later.
Don’t Worry
Don’t worry. You’re bound to be nervous right now. Don’t worry, I know you don’t know what to do right now, but that’s what I’m here for. I’m here to help you through this process and overcome all the hurdles as they crop up along the way. Don’t worry. I felt just the way you feel right now before I started, and look at me now.
Most People
When you tell people what most people would do, their brain says, “I’m most people, so perhaps that is what I should do too.”
What most people do is complete the forms with me here today. You then receive your welcome pack and we get you booked in for a launch. What most people do is place a small order to get started, commit to a few of the best products, see how they work out in their daily routines and then decide what they want to do next. Most people in your circumstances would grab this opportunity with both hands, knowing that there is almost no risk.
The Good News
By prefacing things with, “The good news is...,” you cause people to face forward with optimism and zap any negative energy out of the conversation.
What Happens Next
What Makes You Say That?
The customer says, “I need to speak to somebody else before I make a decision about this.” You say, “What makes you say that?” The customer says, “Really, I don’t have all the money right now.” You say, “What makes you say that?” The customer says, “I’m really not sure I’ve got the time to fit this in around what I’m doing right now.” You say, “What makes you say that?”
Before You Make Your Mind Up
Look, before you make your mind up, let’s make sure we’ve looked at all the facts. Before you make your mind up, why don’t we just run through the details one more time so you can know what it is that you are saying no to? Before you make your mind up, wouldn’t it make sense to speak to a few more people about the difference this could make for you and your family?
If I Can, Will You?
“If I can pick you up and drop you off at home, then will you be able to be ready for seven pm?”
“If I can match that price for you, then would you be happy to place the order with me today?”
Enough
