[Tony Robbins] Mastering Influence Day 1: Commitment: Your Greatest Power
الملخص
TLDRTony Robbins présente 'Mastering Influence', un programme de 10 jours destiné à renforcer l'impact émotionnel et à augmenter les ventes par la maîtrise de l'influence. Robbins insiste sur l'importance de comprendre et de surmonter les barrières qui empêchent l'action, et de développer une raison impérieuse pour réussir dans la vente. Le programme se fonde sur l'apprentissage par répétition et la mise en œuvre des stratégies enseignées. Il est coanimé par Joseph McLendon III et propose des exercices pratiques ainsi que des outils audio pour intégrer ces techniques dans la vie quotidienne. Robbins met également l'accent sur l'importance de l'intégrité et de la capacité à gérer son propre état émotionnel pour influencer efficacement les autres.
الوجبات الجاهزة
- 🎯 L'influence est clé pour le succès personnel et professionnel.
- 🔑 Comprendre et surmonter ses propres barrières est essentiel.
- 🧠 La répétition et l'application sont cruciales pour maîtriser une compétence.
- 🤝 L'intégrité est fondamentale pour construire des relations durables.
- 🔥 Les raisons impérieuses motivent des performances élevées.
- 📚 Utiliser le programme pendant les 'Net time' (sans temps supplémentaire).
- 📈 Adopter des stratégies éprouvées pour augmenter les ventes.
- 💪 Gérer son état émotionnel pour influencer avec succès.
- 🌍 L'influence va au-delà de la vente, impactant la communauté et la famille.
- 🛠️ Des exercices pratiques pour intégrer les techniques dans la vie quotidienne.
الجدول الزمني
- 00:00:00 - 00:05:00
Tony Robbins discute de l'importance de la maîtrise de l'influence pour augmenter les ventes et améliorer l'impact émotionnel. Il partage son enthousiasme pour ce programme qui aide à surmonter les barrières personnelles et à aider les autres, tirant parti de sa propre expérience de 30 ans.
- 00:05:00 - 00:10:00
L'influence est perçue différemment; Tony Robbins affirme son importance en considérant la vente et le marketing comme essentiels dans l'économie mondiale. Il définit un leader comme une personne qui influence positivement, citant Mère Teresa comme exemple.
- 00:10:00 - 00:15:00
Tony discute de la notion de contribution et de service à autrui comme un chemin vers le sens de la vie. Il met l'accent sur l'intégrité et la sincérité comme éléments essentiels pour influencer positivement.
- 00:15:00 - 00:20:00
Tony introduit Joseph McLendon III, qui propose une perspective complémentaire sur le programme. Le programme est conçu pour être intégré dans la vie quotidienne sans nécessité de temps supplémentaire et comprend des actions concrètes pour intégrer les apprentissages.
- 00:20:00 - 00:25:00
Joseph McLendon III présente le programme comme une opportunité de transformation personnelle qui va au-delà de la vente, s'appliquant à plusieurs aspects de la vie. Il souligne l'importance de l'émotion dans l'influence et l'impact.
- 00:25:00 - 00:30:00
Tony et Joseph introduisent le modèle du programme: trois premières sessions de base, suivies de dix étapes pour améliorer les ventes. L'accent est mis sur la psychologie personnelle, la répétition et l'application pratique des principes enseignés.
- 00:30:00 - 00:35:00
Il est important de s'engager avec sérieux et rigueur pour suivre le programme. L'engagement à doubler les appels de prospection est un moyen d'augmenter l'expérience et les résultats. Le succès repose sur les raisons personnelles poussantes.
- 00:35:00 - 00:40:00
Tony discute de la maîtrise de l'influence comme essentielle pour le succès, en citant l'importance des raisons convaincantes et du transfert d'émotion dans la vente. L'influence est décrite comme clé pour surmonter les objections et pour la réussite à long terme.
- 00:40:00 - 00:45:00
Les cinq engagements pour maximiser le programme incluent s'étendre, être responsable, flexible, être joueur d'équipe et maintenir un haut niveau d'énergie. L'état d'esprit et l'engagement sont cruciaux pour absorber et appliquer les compétences d'influence.
- 00:45:00 - 00:50:00
Tony met en avant la nécessité de la révision continue et de la pratique régulière des nouvelles compétences d'influence pour les intégrer. L'impact initial, la répétition, l'utilisation concrète et l'intégration sont les étapes essentielles vers la maîtrise.
- 00:50:00 - 00:59:04
La session se termine en incitant les participants à écrire des raisons convaincantes pour réussir. Une forte motivation interne est essentielle pour appliquer ces compétences à la fois dans la vente et la vie personnelle, renforçant l'idée que l'influence peut transformer la qualité de vie.
الخريطة الذهنية
الأسئلة الشائعة
Quel est le thème principal de 'Mastering Influence'?
Le programme se concentre sur le développement des compétences d'influence pour améliorer l'impact émotionnel et augmenter les ventes.
Qui est le co-animateur de ce programme?
Joseph McLendon III coanime le programme avec Tony Robbins.
Quelle est l'importance de l'intégrité dans le processus de vente selon Tony Robbins?
L'intégrité est fondamentale, car elle permet de construire des relations de confiance avec les clients.
Comment Tony Robbins définit-il le processus de vente?
Il définit la vente comme la capacité à influencer et à motiver les autres en se basant sur des raisons émotionnelles et logiques.
Quel est le rôle des raisons impérieuses selon Tony Robbins?
Les raisons impérieuses motivent les meilleures performances en vente, car elles génèrent le désir et l'engagement nécessaires pour exceller.
Qu'est-ce que Tony Robbins dit sur le management personnel en vente?
Il insiste sur l'importance de gérer son propre état émotionnel pour réussir en vente.
Quels sont les outils 'power tools' mentionnés dans le programme?
Ce sont des fiches que les participants peuvent utiliser en déplacement pour les aider dans les appels de vente et les réunions.
Quel conseil donne Tony Robbins pour étudier efficacement ce programme?
Il recommande d'écouter les sessions pendant les 'Net times', c'est-à-dire lors de moments sans temps supplémentaire comme en conduisant.
Quel est l'objectif du programme en 10 jours?
Enseigner des techniques de persuasion pour améliorer l'influence personnelle et professionnelle.
Tony Robbins parle-t-il seulement de la vente?
Non, il étend les principes aux aspects plus larges de la vie, comme les relations personnelles et l'impact communautaire.
عرض المزيد من ملخصات الفيديو
Top Trades For Next Week, Mega Movers, Chart Levels & More
Power Systems | Lecture - 28 | Impedance & Reactance Diagram
Power Systems | Lecture - 27 | Per-Unit Quantities & Systems
Learn English with RATATOUILLE — Remy Meets Linguini
Section 6 - Parents Who Don't Pay (subtitles)
Present Perfect or Past Simple? - English Grammar lesson
- 00:00:02[Music]
- 00:00:22hi this is Tony Robins welcome to
- 00:00:24mastering influence a 10-day system for
- 00:00:27strengthening your emotional impact and
- 00:00:29increasing your sales
- 00:00:30listen I want to tell you I'm very
- 00:00:32excited about bringing this program to
- 00:00:33you because if there's anyone's skill in
- 00:00:35life that's had an impact on my ability
- 00:00:37to contribute to others whether it be my
- 00:00:39family my friends the businesses that
- 00:00:41I'm involved in or even myself it's been
- 00:00:44this skill this power of influence and
- 00:00:47you know all it really is about is
- 00:00:49understanding what are the barriers that
- 00:00:51stop people from taking action and
- 00:00:53helping enable people to get through
- 00:00:55those limitations those fears those
- 00:00:57concerns so that now they can move thems
- 00:00:59themselves to action rather than
- 00:01:00thinking about all the reasons why they
- 00:01:02might or should or could in the future
- 00:01:04now it's also a pleasure to bring this
- 00:01:06program to you because it's getting me a
- 00:01:08chance to look back on a good portion of
- 00:01:10my life because it's now been almost 30
- 00:01:12years that's right I'm heading to my
- 00:01:1430th year of doing this and in that time
- 00:01:17I dealt with some of the most challenged
- 00:01:18and I dealt with some of the most
- 00:01:19successful people in the world you know
- 00:01:21what I found out we all have the same
- 00:01:23needs I don't care if it's President
- 00:01:25Clinton or Wayne Gretzky or Andre Agassi
- 00:01:28or Miguel gorbachov or Princess Di an or
- 00:01:30Nelson Mandela or Mother Teresa or
- 00:01:32Serena Williams anybody that I've had
- 00:01:34the privilege of meeting with and
- 00:01:35visiting with we have different belief
- 00:01:38systems different ways of getting oursel
- 00:01:40to take action but we have some of the
- 00:01:41same needs and as a result of that I've
- 00:01:44been able to help people to get
- 00:01:46themselves to make the changes through
- 00:01:47teaching them how to influence
- 00:01:49themselves and if there's anything I'd
- 00:01:50like you to get out of this program it's
- 00:01:52how do I get myself through my own
- 00:01:54barriers to take action and how do I
- 00:01:56Empower other people to do that as well
- 00:01:58how can I use my integrity My caring and
- 00:02:00my own psychology my understanding of
- 00:02:03human needs my understanding what it
- 00:02:04takes to move myself and others to
- 00:02:06action to make a measurable difference
- 00:02:08so whether you're a mom or whether
- 00:02:10you're a business professional or a
- 00:02:11president of a company or a salesperson
- 00:02:13or a teacher or a lawyer or whatever it
- 00:02:16is that you do or more importantly
- 00:02:18whoever you are and whatever you stand
- 00:02:20for influence is that difference it's
- 00:02:22the difference between you're fit or fat
- 00:02:24can you influence your own hands right
- 00:02:25to do the right thing we got to remember
- 00:02:28the most important person to influence
- 00:02:30is ourselves if we can do that then we
- 00:02:32can contribute to others in ways that
- 00:02:34give our life a sense of meaning and
- 00:02:36purpose I really want you to get that in
- 00:02:38the end the meaning in life comes from
- 00:02:41contribution from knowing that you're
- 00:02:43doing something you believe in and that
- 00:02:44makes a difference again whether it's
- 00:02:46you know selling a product or you know
- 00:02:48turning around a political process or
- 00:02:51making contribution to your community or
- 00:02:52your kids so there's no strategy that
- 00:02:55replaces the importance of integrity and
- 00:02:58caring that's ultimately what's behind
- 00:03:00all of this if you were to apply all the
- 00:03:02tools or principles here but you didn't
- 00:03:03apply those fundamentals of the truth of
- 00:03:06what you believe and of your deep
- 00:03:08ability to connect with another soul and
- 00:03:11understand and appreciate their unique
- 00:03:12view of the world then you'd be wasting
- 00:03:14your time now this program and you're
- 00:03:17going to hear the voice change because
- 00:03:18this program was recorded before a very
- 00:03:20small intimate audience almost 20 years
- 00:03:22ago I've been doing this 30 years it's
- 00:03:25spooky to me to think this is done 20
- 00:03:27years ago and I had several people on my
- 00:03:28team say you know you really ought to
- 00:03:30put this out we've listened to this this
- 00:03:31is extraordinary I was beyond bit
- 00:03:33skeptical and they said Tony listen to
- 00:03:36it the principles are the same as
- 00:03:38they've always been you know and I I
- 00:03:40thought okay I'll listen to one I popped
- 00:03:41it on went that guy sounds good he has a
- 00:03:43voice that doesn't sound like it's been
- 00:03:44on the road for 30
- 00:03:46years you know so you might hear a
- 00:03:48little difference in my voice but
- 00:03:50honestly I listened to it and I thought
- 00:03:51wow these are the same fundamentals that
- 00:03:53I use today to make the impact that you
- 00:03:56know I'm committed to making with
- 00:03:57everybody that I care about my family my
- 00:03:59friends
- 00:04:00business associates you know I've run 11
- 00:04:02companies now and so these are the same
- 00:04:05skills and one other thing I want to
- 00:04:07mention influence has an interesting
- 00:04:10connotation to it if you use the word
- 00:04:12influence in the context I believe it
- 00:04:14should be used which is how do I use my
- 00:04:16resources to make a difference it's
- 00:04:18quite positive but for many people the
- 00:04:20word sales is boy as negative a word as
- 00:04:23you can come up with or sales people and
- 00:04:26there's a good reason for this because
- 00:04:27so many individuals in the past have
- 00:04:29tried to use techniques or strategies to
- 00:04:33manipulate people but most people today
- 00:04:35are pretty sophisticated and they're
- 00:04:37completely turned off by such an
- 00:04:38approach what really matters is to be
- 00:04:41real it's so refreshing when somebody
- 00:04:43tells you what really is going on and
- 00:04:45how it really is and there's certainly
- 00:04:47no replacement for caring that ability
- 00:04:49to reach inside and see what someone
- 00:04:51needs and understand their point of view
- 00:04:54so if your career is sales be proud of
- 00:04:57it because if you're a person of
- 00:04:58Integrity even though the been a lot of
- 00:05:00crazy idiot manipulators out there you
- 00:05:02stand out plus I want to tell you
- 00:05:04something else nothing in this country
- 00:05:06nothing in this world moves until it's
- 00:05:08sold you got the best idea in the world
- 00:05:11the greatest product the greatest
- 00:05:12project the greatest anything but it
- 00:05:14doesn't go anywhere till somebody
- 00:05:16influences someone to say I want to do
- 00:05:17this I want to buy this I want to create
- 00:05:19this I'll fund this I mean that's what
- 00:05:21investment is it's being able to sell
- 00:05:23someone on investing and getting stored
- 00:05:24that's how companies get started that's
- 00:05:26how our entire economy and how the world
- 00:05:28gets better it's all sales and marketing
- 00:05:30it's persuasion it's influence so you
- 00:05:33can do this with integrity and be proud
- 00:05:35of who you are but also more importantly
- 00:05:37meet those needs by understanding each
- 00:05:40individual that you meet is exactly that
- 00:05:42they're an individual that's what's
- 00:05:44going to make you develop an identity in
- 00:05:45the business as a person who doesn't
- 00:05:47just sell but somebody who adds value a
- 00:05:49business person a leader because what a
- 00:05:52leader does is they influence I mean I
- 00:05:54would Define a leader somebody who
- 00:05:56significantly influences the thoughts
- 00:05:58the feelings the emotions and most
- 00:06:00importantly the actions of people in the
- 00:06:03world some leaders are you know intense
- 00:06:05and loud and Fast and crazy and insane
- 00:06:08like me some are very quiet and just
- 00:06:10brilliant you can have many styles you
- 00:06:12sure as don't have to have my style to
- 00:06:14be a leader I'm not the right kind of
- 00:06:15leader for everybody I just have my
- 00:06:16style and I'm me and you need to be you
- 00:06:19I want you to know these principles work
- 00:06:20for anyone what a leader does they get
- 00:06:23people to take action what a leader does
- 00:06:25is break through people's fears the
- 00:06:26barriers the beliefs whatever stops them
- 00:06:29a lead brings a larger vision for what's
- 00:06:31possible a leader sells they persuade
- 00:06:34people what's possible and get them to
- 00:06:36harness their true capacity to be and do
- 00:06:39and give more so if you want to know
- 00:06:41what this is about it's not about
- 00:06:42salesmanship it's about being a leader a
- 00:06:45person of influence I mean this is the
- 00:06:48same skill that a Mother Teresa has if
- 00:06:50you ever had the privilege of meeting
- 00:06:52her and I did have that unique privilege
- 00:06:54you'd see this woman could move anyone
- 00:06:56and it wasn't with technique it was
- 00:06:58integrity and caring this one loved
- 00:07:00those that nobody else seemed to love
- 00:07:03and when somebody told her something
- 00:07:04couldn't be done for those that needed
- 00:07:06it oh get out of her way she may have
- 00:07:08looked soft and sweet but she was one
- 00:07:10tough lady and what were her resources
- 00:07:13she didn't have a great education she
- 00:07:14didn't have any Financial Resources she
- 00:07:17had love and caring a drive to make a
- 00:07:19difference she had the power to
- 00:07:21influence and she used it daily I know
- 00:07:24so many people that for example in
- 00:07:26business or sales their goal is to
- 00:07:27figure out how they can make enough
- 00:07:28money to get rid so they never have to
- 00:07:30work again but I can tell you by life
- 00:07:32experience as well as the experience of
- 00:07:33so many of my most successful friends
- 00:07:36that the real secret of life is do well
- 00:07:38enough that you don't have to work and
- 00:07:39then you'll work even harder it's just
- 00:07:41if you love what you do you're not just
- 00:07:43doing it for the money in fact as soon
- 00:07:45as the money gets out of it it's amazing
- 00:07:47what you can contribute it's amazing how
- 00:07:48much more you enjoy things so I hope
- 00:07:50this will help you to do well in all
- 00:07:52levels in your influence and your impact
- 00:07:54and tapping your own drive and hopefully
- 00:07:56make you a lot of money by giving you
- 00:07:58the ability to break through fears and
- 00:07:59limitations and serve people at the
- 00:08:01highest level and in the midst of doing
- 00:08:03that maybe you'll experience your own
- 00:08:05spiritual transformation not religious
- 00:08:06but spiritual where you begin to realize
- 00:08:09what you're made for that's what this is
- 00:08:11really about so I thought okay well how
- 00:08:13can I add some more value besides
- 00:08:15breaking it down and making it usable
- 00:08:17like making it a 10-day format you can
- 00:08:19do it while you're driving in your car
- 00:08:21and by the way the way to use this is
- 00:08:23listen to this with what I call Net time
- 00:08:25no extra time that's what net stands
- 00:08:27found for me no extra time like when
- 00:08:29you're driving to work you know when
- 00:08:31you're working out or walking or if
- 00:08:33you're cleaning the house or you can pop
- 00:08:35it in your iPod and listen to it
- 00:08:36anywhere the point of the matter is you
- 00:08:38don't have to give up any time and you
- 00:08:40can enjoy this process and learn rapidly
- 00:08:43deeply and you can repeat this program
- 00:08:44as many times as you want but the other
- 00:08:46added value I want to bring to you was
- 00:08:47another voice of interpretation and I
- 00:08:49thought you know who would be a person
- 00:08:50who could bring another perspective
- 00:08:52besides my own to this approach and the
- 00:08:54answer was obvious my dear friend and
- 00:08:57colleague Joseph McLendon III
- 00:09:00I've known Joseph for almost 20 years he
- 00:09:01came to a seminar one time early in my
- 00:09:03career uh he and I connected I walked up
- 00:09:06introduced myself and I just sense that
- 00:09:09this man had a spiritual core that he
- 00:09:11wasn't someone here to be a taker he's
- 00:09:12here to be a giver and he's funny ask
- 00:09:15Joseph and I have laughed more than
- 00:09:16almost anybody in my life except
- 00:09:17probably my wife's age so I thought what
- 00:09:20can we do let's bring another
- 00:09:21perspective and let's give you each day
- 00:09:23a quick assignment so you really
- 00:09:25integrate this so it isn't just learning
- 00:09:26more information but you apply it you
- 00:09:28get new habits and you get new results
- 00:09:31so Joseph is going to join me in this
- 00:09:32kind of Framing and interpreting and
- 00:09:34giving you those action plans each day
- 00:09:36and I'm privileged to have him and by
- 00:09:37the way Joseph is a force in his own
- 00:09:39right he's one of the most sought after
- 00:09:40Peak Performance and personal
- 00:09:41development coaches in the business now
- 00:09:43he conducts workshops and seminars on
- 00:09:45business and health in fact Joseph is a
- 00:09:47facilitator now for our Vital life
- 00:09:49programs done around the nation and
- 00:09:51around the world he also is the
- 00:09:52president founder of his own companies
- 00:09:54acceleration research group and he's
- 00:09:56been serving as an instructor at UCLA
- 00:09:58for the past 11 years I could go on and
- 00:10:00on in fact he co-authored with me a
- 00:10:02rewrite of my first book unlimited power
- 00:10:05is a later Edition called unlimited
- 00:10:07power of black Choice what we wanted to
- 00:10:09do is take the principles into the
- 00:10:11African-American Community by altering
- 00:10:13all the stories and using examples of
- 00:10:14role models from that Community
- 00:10:16specifically so Joseph is an amazing man
- 00:10:19but I can tell you more and more and
- 00:10:20more about him you should just meet him
- 00:10:21all I can tell you is you're about to
- 00:10:22have a blast because if there's one
- 00:10:24thing Joseph wants to make sure is that
- 00:10:26people smile so enjoy this program do
- 00:10:29one session a day for 10 days and before
- 00:10:31you know it you're going to be mastering
- 00:10:33the persuasion techniques that'll give
- 00:10:35you the influence to make the difference
- 00:10:36that you want to make in your business
- 00:10:38in your personal life and in your sales
- 00:10:41so I'm not going to tell you anymore
- 00:10:42let's begin mastering persuasion
- 00:10:44techniques here's my dear friend and
- 00:10:46colleague Joseph
- 00:10:48[Music]
- 00:10:54McLendon hello and welcome to mastering
- 00:10:57influence my name is Joseph McLendon III
- 00:11:01and it is my privilege my honor to be
- 00:11:03your guide on this journey that has the
- 00:11:05potential to change the quality of your
- 00:11:07life
- 00:11:08forever I know that sounds bold and
- 00:11:10Grand but as you listen on I'm sure that
- 00:11:13you're going to find that the tools and
- 00:11:15the strategies that you're about to
- 00:11:16learn are so powerful that they not only
- 00:11:18have the ability to change who you are
- 00:11:20but the people that you have the
- 00:11:21privilege of touching their lives so let
- 00:11:23me share with you just a couple of
- 00:11:25things as we get started first off
- 00:11:27influence comes in many many forms and
- 00:11:29there are a lot of opportunities to use
- 00:11:31them and the greatest part about this is
- 00:11:32not only you're going to learn some
- 00:11:33techniques and some tools to influence
- 00:11:35people but you'll have the ability to
- 00:11:37move people emotionally and impact how
- 00:11:39they feel and your ability to impact
- 00:11:42them emotionally is your ability to move
- 00:11:44them in ways that'll not only benefit
- 00:11:46their lives but the processional effect
- 00:11:49will change the people that are around
- 00:11:50them as well and you know being around
- 00:11:53people that are of great influence and
- 00:11:55have talent and skills especially in the
- 00:11:57areas that interest you you can't help
- 00:11:59but have that stuff rub off on you and
- 00:12:01when that person is an excellent teacher
- 00:12:03or coach and has the ability to give
- 00:12:06what they have from their heart to you
- 00:12:08your learning process increases tfold
- 00:12:11you do what I call compressed time and
- 00:12:13in this man's opinion there is no better
- 00:12:16Coach than my dear friend and soon to be
- 00:12:17your dear friend Anthony Robbins Tony
- 00:12:19and I have been friends for about two
- 00:12:22decades now and the lessons and the
- 00:12:24things that I've learned from Tony have
- 00:12:25not only changed my life but I'm proud
- 00:12:27to say that I've been able to go out
- 00:12:28into the world with with my family with
- 00:12:30my friends whether it be sales whatever
- 00:12:32it is and be a part of the change in
- 00:12:34their lives for the better as well so my
- 00:12:36best wish for you is that what you get
- 00:12:38out of here is not only something
- 00:12:39that'll grow you as a person but that
- 00:12:41you can go out into the world and make a
- 00:12:43difference as well because whether
- 00:12:44you're a salesperson or not influence is
- 00:12:47one of the most important skills that
- 00:12:49you can master and here's what I mean by
- 00:12:50that in this world today we live in an
- 00:12:5211 trillion economy in the us alone and
- 00:12:56we all have instant access to anything
- 00:12:58that want through the internet cell
- 00:13:01phones television anything you can name
- 00:13:03there are over 6 billion people that
- 00:13:05inhabit this planet right now and as far
- 00:13:07as I'm concerned you can probably get in
- 00:13:08touch with most of them with a phone
- 00:13:10call and with as many opportunities and
- 00:13:13great things there are in this world we
- 00:13:14also have challenges we have Societies
- 00:13:17in Conflict natural disasters
- 00:13:19environmental issues Wars and a whole
- 00:13:22Myriad of other personal issues we need
- 00:13:25to be able to influence our governments
- 00:13:27our communities and each other and
- 00:13:28probably most important ourselves our
- 00:13:31ability to influence affects how we
- 00:13:33raise our children how we advance in our
- 00:13:35jobs how we maintain our relationships
- 00:13:37our health our finances and Foster
- 00:13:39relationships with others the person who
- 00:13:43Masters the skill of influence is the
- 00:13:45person who moves faster and easier
- 00:13:47through this world said differently the
- 00:13:49person who Masters the skill of
- 00:13:51influence is the person who can change
- 00:13:54the world and that's why Tony asked me
- 00:13:56to help guide you through this program
- 00:13:58in the past 20 years that I've been in
- 00:14:00business there's been no greater tool
- 00:14:02that has impacted my ability to
- 00:14:04influence and turn dreams into reality
- 00:14:06than learning the skills that you're
- 00:14:07going to learn here a great example of
- 00:14:10that is this several years ago I had a
- 00:14:12wonderful opportunity to write a book
- 00:14:14with Tony and as the idea came I
- 00:14:17actually had to present that idea to
- 00:14:20Tony to see if he would go for it and I
- 00:14:22am positive that he knew that I was
- 00:14:24using the things that he taught me to
- 00:14:27influence him to do the project
- 00:14:29and the great result is in the end we
- 00:14:31came up with a best-selling book and of
- 00:14:33course that led to my being able to work
- 00:14:35side by side with Tony for several years
- 00:14:37and influence so many people and grow
- 00:14:40different businesses and do other things
- 00:14:41and Branch out on my own as well it's
- 00:14:43been an unbelievable journey and it's my
- 00:14:45privilege and my honor to work side by
- 00:14:46side with such a great man so let me
- 00:14:49share with you what this means to you
- 00:14:51and then let's get on with the program
- 00:14:53first off Tony Robbins recorded this
- 00:14:55program several years ago with a small
- 00:14:57studio audience and we'll get to listen
- 00:15:00in and participate with that audience
- 00:15:03and that's why Tony asked me to do this
- 00:15:04program with him to help guide you
- 00:15:06through and apply these strategies
- 00:15:08specifically to your situation so the
- 00:15:11way this program works is we're going to
- 00:15:13start with three sessions up front and
- 00:15:16these three sessions are going to lay
- 00:15:17the vital groundwork for the 10 steps to
- 00:15:20increasing your sales which are the core
- 00:15:22of this program and what sets this
- 00:15:25program apart from any other program is
- 00:15:27what we call the psychology we'll give
- 00:15:29you the mechanics too meaning we're
- 00:15:31going to teach you how to do it but it's
- 00:15:33the psychology that'll get you to follow
- 00:15:35through especially during tough times
- 00:15:38it's the psychology that'll make it part
- 00:15:40of who you are so that you do it
- 00:15:42naturally and that's what these first
- 00:15:44three sessions are designed to help you
- 00:15:46master so let me share with you how to
- 00:15:48get the most out of this program the
- 00:15:50program is a 10day system it's designed
- 00:15:52to do one session every day for the next
- 00:15:5510 days now you can spread it out over
- 00:15:57the next two weeks and take your week
- 00:15:59begins off and if you're an overachiever
- 00:16:02like me and you want to do it faster
- 00:16:05it's okay to do it over the next three
- 00:16:06or 4 days just make sure you're very
- 00:16:08thorough about it and go through every
- 00:16:10single step so no matter how much time
- 00:16:13you take to do this program what will
- 00:16:15make this work for you is your
- 00:16:16commitment to following through on the
- 00:16:18exercises and actions and it's important
- 00:16:21that you stop and do them you'll hear me
- 00:16:23say that you hear Tony say that over and
- 00:16:25over again it is absolutely critical and
- 00:16:27like Tony's other audio programs it's
- 00:16:29designed to help you build momentum each
- 00:16:32day and train yourself in the tools
- 00:16:34necessary to become a master influencer
- 00:16:37now Tony's going to talk about five
- 00:16:39steps of Mastery in the first session
- 00:16:41our goal is to get you to level five
- 00:16:44where you've integrated all you've
- 00:16:45learned into your life so that it's
- 00:16:47habitual for you said differently so
- 00:16:50that you do it
- 00:16:52automatically now the other thing is
- 00:16:54you're going to have a workbook so use
- 00:16:55the workbook to write down the answers
- 00:16:57to the exercises and what you're
- 00:16:59learning and then also this is really
- 00:17:01cool you'll have flashcards or what we
- 00:17:03call power tools and they're designed
- 00:17:05for you to take with you on the run to
- 00:17:07support you with sales calls and
- 00:17:09important meetings with your boss as
- 00:17:11well as issues that you may have in your
- 00:17:12personal life so before we get started I
- 00:17:15want to share something with you I don't
- 00:17:17know about you but there have been
- 00:17:18things that have happened in my past
- 00:17:20that I really wanted to do and make sure
- 00:17:22that I got done and I didn't always
- 00:17:23follow through well here's the great
- 00:17:26thing about this program is that's what
- 00:17:28it's going to help you do it's going to
- 00:17:30help you master that skill of commitment
- 00:17:33following through making sure that you
- 00:17:35get done the things that you're
- 00:17:36committed to because to me that's half
- 00:17:38the battle already won showing up and
- 00:17:41doing it and being able to follow
- 00:17:43through on those things and that's
- 00:17:43exactly what you're going to learn here
- 00:17:45so as we get started I got one more
- 00:17:47thing to share with you and it's my
- 00:17:49little secret if you will to getting
- 00:17:52really the best out of the program I
- 00:17:54mean if you if you want to just go
- 00:17:55through it it'll be great it'll be
- 00:17:57awesome and stuff like that but if you
- 00:17:59want it to be outstanding which I know
- 00:18:01you do I'm going to share with you a
- 00:18:04real real powerful secret and tool to
- 00:18:07use as you go through this but it's our
- 00:18:09little secret okay so I can't say it
- 00:18:11loud lean in close to the
- 00:18:14speaker step over the edge when Tony
- 00:18:18asks a question don't just say the
- 00:18:20answer yell the answer back if he says
- 00:18:23to interact with four people do eight if
- 00:18:26five times will get the result do 10
- 00:18:30step over the
- 00:18:32edge so let's get started with the
- 00:18:35session that's going to guarantee
- 00:18:36outstanding results for you with the
- 00:18:38rest of this
- 00:18:39program Session One commitment your
- 00:18:43greatest
- 00:18:44[Music]
- 00:18:49power I believe you deserve to have
- 00:18:52everything you've ever really wanted I
- 00:18:54believe that all your desires are things
- 00:18:55you're meant to have and be and share
- 00:18:57and create in your life
- 00:18:59and I want you to have those choices and
- 00:19:01the reason I want you to have those
- 00:19:02choices is because I have the unique
- 00:19:04privilege in my life to do be share
- 00:19:07create have and experience all the
- 00:19:10things that I used to wish for and I
- 00:19:12want you to know to start this program
- 00:19:13that that's what this program is about
- 00:19:15that the power to influence I believe is
- 00:19:18the single most important element or
- 00:19:20skill that you can master in your
- 00:19:22lifetime to literally have the power to
- 00:19:25shape Destiny to literally be able to
- 00:19:27alter the quality of life for yourself
- 00:19:29or for anybody that you really care
- 00:19:31about and that's my purpose in this
- 00:19:33program not just to teach you a bunch of
- 00:19:34sales techniques we'll certainly learn
- 00:19:37those we'll learn Foundation we'll do
- 00:19:38some of the things that all selling is
- 00:19:40about but I want you to know right from
- 00:19:42the start that the purpose of this
- 00:19:44program is to increase the quality of
- 00:19:46your life and to give you an opportunity
- 00:19:48you and I together to explore some new
- 00:19:51technology some new distinction some new
- 00:19:54ways of looking at what is really
- 00:19:56possible because when I look at my life
- 00:19:58today and it is it's so radically
- 00:20:00different from where I was five or six
- 00:20:02years ago and there's only one common
- 00:20:04denominator I keep coming back to and
- 00:20:06that is the power to influence if you
- 00:20:08think about the people who have shaped
- 00:20:09our society you think of John F Kennedy
- 00:20:11or Martin Luther King um you think of
- 00:20:13people in our present day Society you
- 00:20:15think of even entertainers you think of
- 00:20:16anyone that you really respect or you
- 00:20:18think has made a difference and I would
- 00:20:19say to you that really what gives them
- 00:20:21their power is their ability to
- 00:20:23influence people's thinking so that's
- 00:20:25what this program is about and I'm
- 00:20:28excited about sharing it with you
- 00:20:29because I've spent the last 10 years of
- 00:20:31my life really looking for those answers
- 00:20:33primarily because I was unsatisfied with
- 00:20:36what was going on in my life I mean if
- 00:20:38you don't know my story and where I'm
- 00:20:39coming from I was not exactly living my
- 00:20:41dreams I was in a position where I was
- 00:20:44broke in every sense of the word
- 00:20:46emotionally physically and of course
- 00:20:48financially I was in a position where I
- 00:20:50was in relationships with people I
- 00:20:51really didn't want to be in relationship
- 00:20:53with but you know I didn't have the
- 00:20:55strength to even influence myself to
- 00:20:56take the actions that could change the
- 00:20:57quality of my life to do what would be
- 00:20:59necessary to make things happen you know
- 00:21:01I was in a position where I was
- 00:21:02overweight I'd gained 38 lbs in 2 and A2
- 00:21:05months and I couldn't even influence
- 00:21:07myself to be able to eat in an effective
- 00:21:09way that would give me some energy to
- 00:21:10make my life the way I wanted it to be I
- 00:21:12certainly couldn't get myself to work
- 00:21:13consistently in the process of selling
- 00:21:15and be effective and I had all of the
- 00:21:17pain that was Associated to that so I'm
- 00:21:19excited about sharing with you these
- 00:21:21Technologies one so you can avoid pain
- 00:21:23so you can get rid of maybe some of the
- 00:21:24things that have stopped you in the past
- 00:21:26so you can really begin to influence
- 00:21:29yourself before you try and influence
- 00:21:30somebody else and secondly I'm excited
- 00:21:33about you having the fun of influence
- 00:21:36one of the things that I hope that this
- 00:21:37course will create for you is tremendous
- 00:21:39excitement when somebody says no not
- 00:21:41because you want to close them but
- 00:21:43because you want to create a new
- 00:21:44possibility where possibilities were
- 00:21:46shut down this last Christmas I remember
- 00:21:49you know there all kinds of things I
- 00:21:50wanted to do for my family and for my
- 00:21:51friends and gifts I wanted to get and I
- 00:21:53ran at all these people said it couldn't
- 00:21:54happen there's absolutely no way in a
- 00:21:55minute that somebody says there's
- 00:21:57absolutely no way I know that's an
- 00:21:58opportunity for me to get to play I get
- 00:22:00to use my skills and show this person
- 00:22:02not manipulate them but show them that
- 00:22:04there's a greater possibility than
- 00:22:05they've seen in the past that to me is
- 00:22:07what influence is about and that's what
- 00:22:09we're going to explore and it won't be
- 00:22:12the same old you know sales skills you
- 00:22:14and I have heard so much like have a
- 00:22:15positive mental attitude and you know
- 00:22:17pull out your Ben Franklin clothes when
- 00:22:19they get stuck and things like that and
- 00:22:20those are useful but what we're going to
- 00:22:22really look at is the psychology of how
- 00:22:24to change the way people feel and the
- 00:22:25way they behave and we are going to
- 00:22:26start with ourselves we're going to
- 00:22:28start by figuring out how to persuade
- 00:22:29ourselves so that we can persuade other
- 00:22:31people I believe that to influence other
- 00:22:34people we must first be influenced and
- 00:22:36so we're going to spend a good deal of
- 00:22:38time in this program on influencing
- 00:22:40ourselves to start with before we ever
- 00:22:42talk about how to influence other people
- 00:22:44I want you to know also that the skills
- 00:22:45and strategies you're going to be
- 00:22:46learning are not just things that I
- 00:22:47pulled out of a hat and specifically
- 00:22:49I've interviewed almost a hundred people
- 00:22:51now and these people are the top 1% and
- 00:22:54so I'm going to share with you what they
- 00:22:55believe selling is and you're going to
- 00:22:56be surprised to hear what they say they
- 00:22:58don't believe it's closing in fact one
- 00:23:00of the common beliefs amongst top
- 00:23:01producers is if you have to close hard
- 00:23:03in the end it's because you haven't done
- 00:23:04your job up front so we're going to talk
- 00:23:06about the exact process that's caused
- 00:23:08them to really begin to succeed at that
- 00:23:10deep deep level and I'm excited about
- 00:23:12this being a learning experience for us
- 00:23:13both to really learn together to explore
- 00:23:15together rather than just being some
- 00:23:17presentation I put together and just
- 00:23:18throw at you so I hope you participate
- 00:23:21fully and that you make new distinctions
- 00:23:24and that you also really make if
- 00:23:25anything this program should do is
- 00:23:26hopefully make you think if it you think
- 00:23:29then um we're going to create some real
- 00:23:30changes and we're going to be able to
- 00:23:32increase the quality of Our Lives
- 00:23:34persuasion for me really means that you
- 00:23:36don't just get better at making income
- 00:23:38but also you'll become maybe a better
- 00:23:39parent if you've got kids you become a
- 00:23:41better spouse you become a better friend
- 00:23:43that you really have the ability to make
- 00:23:46a difference at the deepest level so
- 00:23:48let's get to how would what would it
- 00:23:49take to make that happen well first of
- 00:23:51all I'd say the big thing it's going to
- 00:23:53take is having some initial impact and I
- 00:23:55believe that there are really five steps
- 00:23:56we go through to be able to master
- 00:23:58something and that's really what I'm
- 00:23:59looking at here I want you to be able to
- 00:24:01master persuasion and master is an
- 00:24:02ongoing process it never ends you can
- 00:24:05count on it for the rest of your life
- 00:24:06you're going to have to continue to
- 00:24:08refine yourself it's not like you went
- 00:24:09to this program and now the lessons are
- 00:24:10over but I want this program to give you
- 00:24:12a foundation and give you an opportunity
- 00:24:15to commit yourself at a level you've
- 00:24:18never done before over the period of
- 00:24:20time of this course what if you were to
- 00:24:22commit yourself to give more do more
- 00:24:24create more make more sales calls and be
- 00:24:27more iate and caring with your clients
- 00:24:29than ever before if nothing else I look
- 00:24:32at this as an opportunity for you to
- 00:24:33commit at a deeper level than you have
- 00:24:35to really being excellent to really
- 00:24:37being the highest aspect of who you are
- 00:24:39as a person I believe that professional
- 00:24:41selling is coming from a place where
- 00:24:44your number one focus is helping that
- 00:24:46customer or client to get what they
- 00:24:48really need not your number one focus is
- 00:24:51how can you make a commission or number
- 00:24:52one focus is closing the sale and I
- 00:24:54believe that if you come from a place of
- 00:24:57deep caring veloping a strong
- 00:24:59relationship with the people that you're
- 00:25:00meeting that you used to call customers
- 00:25:02and hopefully you very soon think of as
- 00:25:03friends you look for their deepest needs
- 00:25:06not just what they say they want but
- 00:25:07what their gut level wants and needs and
- 00:25:10you help them to meet that through your
- 00:25:11product there will be no limit to the
- 00:25:13income that you have there'll be no
- 00:25:14limit to the joy that you have there'll
- 00:25:17be no limit to the Deep friendships that
- 00:25:18you have and I can say that from
- 00:25:20experience my real wealth is the level
- 00:25:23of depth and emotion that I get to share
- 00:25:25with people around me people I care
- 00:25:27about and who care about me people I
- 00:25:28would do anything for and probably do
- 00:25:30anything for me that Bond and that
- 00:25:32connection has come from my ability to
- 00:25:34influence myself and influence other
- 00:25:35people in a positive and Powerful way
- 00:25:38and as a result the money has come so
- 00:25:40what are the steps Five Steps step
- 00:25:42number one to create a change in your
- 00:25:44life to make things the way you want
- 00:25:45them you need some initial impact and
- 00:25:48that's what this program is it's
- 00:25:50designed to really shake you up a little
- 00:25:52bit make you really think about what are
- 00:25:54the aspects of selling and of persuading
- 00:25:56that maybe you're leaving out a lot of
- 00:25:58times in selling what we do is we get
- 00:25:59all focused on closing we get all
- 00:26:01focused on things that really aren't
- 00:26:02making the biggest difference I want to
- 00:26:04challenge you in this course not to
- 00:26:06major in minor things I want us to major
- 00:26:08in the majors and I believe the majors
- 00:26:10are things like you being an estate to
- 00:26:12be able to influence in the first place
- 00:26:14like your ability to really connect
- 00:26:15where somebody knows they can trust you
- 00:26:17and that you really have their best
- 00:26:19interest at heart um I really believe
- 00:26:21that if we can create focus on the
- 00:26:23majors and if I can impact you to think
- 00:26:25differently to approach selling
- 00:26:27differently then we can really make a
- 00:26:28change in our ability and our skill so
- 00:26:30that's what this program is about is get
- 00:26:32you some initial impact trigger you to
- 00:26:34remember things you already know and
- 00:26:36offer you some new skills that can take
- 00:26:38you to another level second thing is
- 00:26:40after the initial impact though it's
- 00:26:41going to require some repetition and the
- 00:26:43repetition is really the foundation of
- 00:26:46how we create Mastery we're going to say
- 00:26:48some things that you already know and
- 00:26:49we're going to repeat them and you might
- 00:26:50say you know why is he saying that again
- 00:26:52I got that because I believe repetition
- 00:26:54is the mother of skill that if you do
- 00:26:57something over and over and over again
- 00:26:58you become a master and the difference
- 00:27:00between amateurs people who never get
- 00:27:02what they really want in their life and
- 00:27:04people who are the best people who are
- 00:27:07number one people who are truly living
- 00:27:09Excellence as people are living
- 00:27:11Excellence are willing to commit and
- 00:27:13just do whatever it takes and they're
- 00:27:14willing do the same things over and over
- 00:27:15again and not be bored by it nothing is
- 00:27:17boring in life unless you're boring
- 00:27:19you're the one that makes it boring or
- 00:27:21not boring and so you have an
- 00:27:23opportunity in this course to hear
- 00:27:25things for the first time and then hear
- 00:27:26them again and again and again and until
- 00:27:28they're embedded I mean think about it
- 00:27:31what's something you're good at tying
- 00:27:32your shoes you're pretty confident at
- 00:27:34that aren't you why are you confident
- 00:27:36tying your shoes how come you're so good
- 00:27:37at it because you've done it a million
- 00:27:38times you don't go God this is boring do
- 00:27:40I have to tie my shoes it's just part of
- 00:27:42what you do in order to get your day
- 00:27:43going and the same thing is going to be
- 00:27:45true with some of the things that we
- 00:27:46talk about here so my challenge is be a
- 00:27:48professional understand repetition is
- 00:27:50for the rest of your life you're going
- 00:27:52to need it I mean I talk to people all
- 00:27:54the time who come to seminars and
- 00:27:55invariably they tell me things like well
- 00:27:58gosh you know I went to this other
- 00:27:59seminar and it didn't work you know I
- 00:28:01tried it and it didn't work and I think
- 00:28:03to myself what do you mean it didn't
- 00:28:04work you went to this person's seminar
- 00:28:06I'm sure it gave you some value but you
- 00:28:07got to do something every day it's like
- 00:28:09I want to be physically fit to be
- 00:28:11physically fit this morning I got up
- 00:28:13with my three hour sleep that's not
- 00:28:15something I support but I had three
- 00:28:16hours sleep and I still exercised I
- 00:28:19still got up and did my exercise My
- 00:28:21outcome is I exercise every single day
- 00:28:23now every day and the reason I do that
- 00:28:26is if I want to have the energy and the
- 00:28:27drive and the power then I got to be
- 00:28:29willing to pay the price of conditioning
- 00:28:31myself to have that choice I got to pay
- 00:28:33some price and it's
- 00:28:35repetition and if you think about it
- 00:28:37what most people do in life is they want
- 00:28:39this quick fix they want oh I went to
- 00:28:41the seminar and everything's over for
- 00:28:43the rest of my life now everything is
- 00:28:44perfect if that's what you came here for
- 00:28:46you might want to leave now because
- 00:28:49that's not what this is going to be
- 00:28:50about what this program is going to be
- 00:28:51about is teaching you some fundamentals
- 00:28:53you can practice every single day to
- 00:28:55condition yourself to succeed see we got
- 00:28:58to condition ourselves to succeed most
- 00:28:59of us been conditioned to fail we have
- 00:29:01all these environmental things that
- 00:29:03trigger us to give up or say gosh it's
- 00:29:05too hard or it's too tough or it's too
- 00:29:07boring and I'm going to challenge you
- 00:29:08not to do that you wouldn't go out and
- 00:29:10do aerobics one time and go God I'm glad
- 00:29:11that's over I'll Be Fit for
- 00:29:13Life you got to do it daily and so the
- 00:29:15same thing is true here and we're going
- 00:29:17to have some repetition the third aspect
- 00:29:19that we're going to do besides having
- 00:29:20obviously the impact and repetition is
- 00:29:22we got to get you to utilize it so there
- 00:29:24will be a lot of there'll be a lot of
- 00:29:26exercises in this program that is
- 00:29:28designed to make you have to apply it
- 00:29:30and I'm going to give you some exercises
- 00:29:31to do on the job do in your career and
- 00:29:34I'm going to ask you to really don't
- 00:29:36just you know say well gosh I'll do it
- 00:29:38someday really absolutely go and utilize
- 00:29:40it right away because that's how we get
- 00:29:41to Mastery we have to apply it over and
- 00:29:43over again not just repeat it in our
- 00:29:45head not just repeat it by hearing it
- 00:29:47but repeat it in our daily lives and so
- 00:29:49we're going to make sure that you
- 00:29:50utilize this stuff a lot a lot of this
- 00:29:51course will be me just queuing a couple
- 00:29:53ideas up stop and immediately get you to
- 00:29:55do something with it right then and
- 00:29:57there and I'm going to ask you to really
- 00:29:59go for it and utilize things even if you
- 00:30:00don't think well you might say well but
- 00:30:03gosh I sell in the corporate world and
- 00:30:05that sounds like only something that
- 00:30:06would work with people oneon-one or I'm
- 00:30:08in telemarketing you know how is
- 00:30:11changing the use of my body going to
- 00:30:13affect that person when they can't see
- 00:30:14me or you might say well that might work
- 00:30:16for you know a computer salesman but
- 00:30:18that's not going to work for me as an
- 00:30:19insurance salesman I'd ask you to be
- 00:30:22willing to try it anyway would you be
- 00:30:24willing to try that just come from the
- 00:30:26place of all right I'm going give it a
- 00:30:28shot and see what happens that's all I
- 00:30:29ask and I think you're going to find the
- 00:30:31results that'll come from that will be
- 00:30:33much greater than you expect fourth key
- 00:30:35is after you have impact you've got
- 00:30:37repetition you've utilized something
- 00:30:38over and over again then step four is
- 00:30:40what's going to happen is you're going
- 00:30:41to begin to integrate it and when you
- 00:30:42begin to integrate it what happens is
- 00:30:44you start to get to the point where you
- 00:30:44don't have to think about things boom it
- 00:30:46just happens and that's not a lot of
- 00:30:48effort and you'll see over the course of
- 00:30:49this program what'll happen is the
- 00:30:51things we did first tier all of a sudden
- 00:30:53they'll become automatic you'll find
- 00:30:54yourself automatically handling an
- 00:30:56objection without even having to think
- 00:30:58about it it's fun it's easy you begin to
- 00:31:00enjoy it I'm asking you here to be
- 00:31:02absolutely committed to mastering this
- 00:31:05to going
- 00:31:06until and by doing all these steps you'd
- 00:31:09say okay now I've got it made right
- 00:31:11wrong there is a fifth step and that
- 00:31:13fifth step is reinforcement and the
- 00:31:15reinforcement part is going to be
- 00:31:18something I'm going to ask you to do on
- 00:31:19your own that is we're going to give you
- 00:31:20some exercises but youve got to make
- 00:31:22sure that you remember that if you don't
- 00:31:24use something you lose it I don't care
- 00:31:26how much you understand it I don't care
- 00:31:27how how many years you've been doing it
- 00:31:29the only way to stay good is continue to
- 00:31:31use that muscle now how do we get from a
- 00:31:33level of brand new at something and not
- 00:31:36very good to level of Mastery well these
- 00:31:38are five steps but the process looks
- 00:31:40more like this process of learning
- 00:31:42according to Abraham maslo starts with
- 00:31:44everyone in a particular location called
- 00:31:46unconscious
- 00:31:48incompetence that is people get in a
- 00:31:50place where they're brand new at
- 00:31:51something and they don't even know that
- 00:31:52they don't know how to do it they don't
- 00:31:53even know that they're not competent be
- 00:31:55like a little kid who doesn't even know
- 00:31:56he doesn't know how to tie his shoes
- 00:31:58that's not bad it's not wrong just what
- 00:32:00it is the bottom line though is
- 00:32:02hopefully you get out of that place and
- 00:32:03move to at least step two called
- 00:32:06conscious incompetence conscious
- 00:32:08incompetence is when you now know that
- 00:32:10you don't know something what happens is
- 00:32:12this child doesn't know how to tie a
- 00:32:13shoes and one day keeps tripping over
- 00:32:15his shoelaces smacking his face in the
- 00:32:16dirt and has what we call an AA
- 00:32:18experience where he looks around and
- 00:32:21says gosh these guys aren't you know
- 00:32:23falling down I wonder why and he says
- 00:32:25well they know how to tie their shoes
- 00:32:26and I don't so as a result what happens
- 00:32:28is he starts to now at least know that
- 00:32:30he doesn't know something you've
- 00:32:32probably had to deal with people who
- 00:32:33didn't know something and didn't know
- 00:32:35they didn't know and that kind of
- 00:32:36bothered you since you did but hopefully
- 00:32:39they will do what you and I have done
- 00:32:41being such Advanced creatures that we
- 00:32:43are and we moved at least to number
- 00:32:44three which is conscious competence
- 00:32:47conscious competence means you now know
- 00:32:48you're not competent so you work at it
- 00:32:50you find something you grind it out you
- 00:32:52apply something new the guy's tying his
- 00:32:55shoes and sure enough he learns how to
- 00:32:56do it but this is the stage when you
- 00:32:57tied your shoes and your tongue was had
- 00:32:59to be sticking outside your mouth on a
- 00:33:01certain angle you know and if somebody
- 00:33:02started talking you went sh can't you
- 00:33:04see I'm tying my shoes you know and all
- 00:33:06your focus was there to pull it off and
- 00:33:08some of the skills we're going to give
- 00:33:09you when they're brand new we're going
- 00:33:11to give you some weird words like we're
- 00:33:13going to teach you how to get people's
- 00:33:14attention by screaming pigs a nice
- 00:33:16acronym that you can use S is going to
- 00:33:19be for smiling C is for compliments and
- 00:33:20you're going to go oh God do I have to
- 00:33:22remember this garbage just push yourself
- 00:33:24through that mode get Beyond it just say
- 00:33:27okay I'm going to keep doing it and
- 00:33:28doing it because I know I'll end up at
- 00:33:29level four which is our goal unconscious
- 00:33:31confidence unconscious confidence is
- 00:33:33when you are a master when you don't
- 00:33:35have to think about it anymore when you
- 00:33:36can just do something and it happens
- 00:33:39where somebody says absolutely there's
- 00:33:40no way on Earth and you have this inner
- 00:33:42smile or they say no and you actually
- 00:33:44smile you go no and they look at you
- 00:33:47kind of funny and you begin to actually
- 00:33:49have an input right away with them and
- 00:33:50you don't even have to think about how
- 00:33:51to do it so this is our goal and this is
- 00:33:53what we're going for now how can we
- 00:33:56approach making sure that the happens
- 00:33:58and what are the elements really that
- 00:34:00make the difference well number one is
- 00:34:02making a decision if you want real power
- 00:34:04power isn't just deciding right now and
- 00:34:06committing yourself to Mastery and I
- 00:34:09know that sounds simplistic and it is
- 00:34:12but if you really make a decision what
- 00:34:13the word decision means is to cut off
- 00:34:15from anything else if you make a
- 00:34:17decision that I'm going to cut off any
- 00:34:19other possibility but mastering this
- 00:34:20material during the time of this course
- 00:34:22that I'm going to leave this course
- 00:34:24absolutely effective in using the
- 00:34:26cuttingedge technology of how to change
- 00:34:28people and influence people including
- 00:34:30myself if that is an absolute necessity
- 00:34:32for you you will absolutely succeed now
- 00:34:35I'm going to share with you the results
- 00:34:37of my modeling project that is in
- 00:34:39interviewing hundred of some of the best
- 00:34:41salespeople literally in the world what
- 00:34:44is it that all these people have in
- 00:34:45common what is it that all these people
- 00:34:47do consistently that makes them so
- 00:34:49successful and I think you're going to
- 00:34:51be rather surprised when you hear what
- 00:34:52it is it's probably not what you think I
- 00:34:55thought the answer would be that they're
- 00:34:56the best closers that they really had
- 00:34:58the most skill they knew how to handle
- 00:34:59objections better than anybody else I
- 00:35:02found out that was not the single most
- 00:35:04important thing they were good at
- 00:35:05closing but invariably the thing that
- 00:35:07set them apart from all the rest was not
- 00:35:09that they were more skilled not that
- 00:35:11they had more ability but that they used
- 00:35:13more of their ability because of one
- 00:35:15thing they all had in common each one of
- 00:35:18these men and women had developed
- 00:35:19compelling enough reasons to tap their
- 00:35:22full ability or skill every single day
- 00:35:25they had found reasons to drive thems to
- 00:35:27give 1,000% and above when everybody
- 00:35:30else quit they were still going strong
- 00:35:32not just in hours but in level of
- 00:35:35commitment to Excellence compelling
- 00:35:37reasons is the difference between an
- 00:35:39amateur somebody average or someone who
- 00:35:41is the very best in the world but you
- 00:35:43got to find the reasons to do so I talk
- 00:35:46to salespeople invariably a lot of times
- 00:35:48what they tell me is they say you know
- 00:35:49Tony I really love my product and I
- 00:35:51really love these things but you know
- 00:35:53I'm just lazy and what I tell people is
- 00:35:55you're not lazy you just have infinite
- 00:35:57goals
- 00:35:58you don't have anything that's driving
- 00:36:00you you don't have anything to push you
- 00:36:01to get you up early and keep you up late
- 00:36:03the number one thing that I found these
- 00:36:05people especially the people earning a
- 00:36:07quarter of million dollars year or more
- 00:36:08I'm talking about movers and shakers in
- 00:36:10their industry the top one quarter of 1%
- 00:36:13of the entire industry those people are
- 00:36:16compelling people because they're
- 00:36:18compelled they have goals and dreams
- 00:36:20they are selling not just to make money
- 00:36:23they are selling not just to win a
- 00:36:25contest they are selling because for
- 00:36:28them it is the process of what life is
- 00:36:29about it's about leaving their Mark and
- 00:36:31having an impact it's about getting
- 00:36:33people in a place that's better than
- 00:36:35they were it's about creating new
- 00:36:37choices and they are driven by it and
- 00:36:41when I interview salespeople that are
- 00:36:43struggling the number one thing that
- 00:36:45comes up instantly is they don't have
- 00:36:48enough Reasons I'm here to tell you that
- 00:36:50if you listen to nothing else I say in
- 00:36:51this entire program with this this could
- 00:36:54affect your life more than anything else
- 00:36:56and that is this 80% of success in
- 00:37:00selling and influencing or virtually
- 00:37:02anything else in life comes down to
- 00:37:04finding a big enough why and 20% is
- 00:37:07figuring out how see why comes first how
- 00:37:10comes second when you go sit down with a
- 00:37:13customer if you could really get a big
- 00:37:15enough why where in your gut you believe
- 00:37:17that them having this product is the
- 00:37:19most important thing it's 10 times more
- 00:37:21important than the minor inconvenience
- 00:37:23of time or money or the hassle will make
- 00:37:25a change if you believe that in your gut
- 00:37:27and you don't know anything about
- 00:37:29closing I guarantee you can influence
- 00:37:31that person but you got to get that why
- 00:37:33and you got to get a big enough why to
- 00:37:35get yourself out of bed in the morning
- 00:37:36and meet a new person I'm talking to you
- 00:37:39right now because I'm compelled I want
- 00:37:42and my own little way to have this
- 00:37:45hallucination that I've impacted the
- 00:37:47quality of your life by some ideas I
- 00:37:48shared with you and that you went and
- 00:37:50used and that drives me I believe that
- 00:37:53that feeling that I have right now can
- 00:37:55influence you to be a more powerful
- 00:37:57Persuader also just like that feeling
- 00:37:59inside of you can influence anyone else
- 00:38:01to do what you want to make a difference
- 00:38:03in their life and if you do that you'll
- 00:38:06have all the income you can imagine but
- 00:38:07that's the number one common denominator
- 00:38:10amongst all top producers they are
- 00:38:12compelled to be the best they have lots
- 00:38:14of reasons it's about being the best
- 00:38:15it's about giving it's about sharing for
- 00:38:17some people it's about glorifying God
- 00:38:19for some people it's about discipline
- 00:38:21but you need to find what is the most
- 00:38:23compelling aspect of life that will
- 00:38:24drive you to be your best and we're
- 00:38:26going to do some exercises here help you
- 00:38:27discover that so if you say well gosh
- 00:38:29you know I don't know what that is you
- 00:38:31will know by the end of this program so
- 00:38:34there are 10 strategies that each of
- 00:38:37these people shared in common and the
- 00:38:39strategies vary but I can give you a few
- 00:38:41of them first of all the number one
- 00:38:43strategy that all these people share is
- 00:38:44they have the ability to affect their
- 00:38:46own emotional state selling is
- 00:38:48transference of emotion and if you're in
- 00:38:51a situation where uh you're frustrated
- 00:38:53you're angry you've made a call somebody
- 00:38:55treated you harshly and you don't manage
- 00:38:57your state state it shows up in the next
- 00:38:59call call you make it shows up in the
- 00:39:00next person that you're with and it
- 00:39:01affects your income and the quality of
- 00:39:03your life every one of these top
- 00:39:05producers has an ability to really
- 00:39:06manage his own State secondly he's
- 00:39:08learned to manage the customer State you
- 00:39:10can be all pumped up and you're all
- 00:39:12excited and be overg gradient you got to
- 00:39:14be able to enter somebody else's world
- 00:39:16and take them from wherever they are
- 00:39:17maybe they're a little afraid about you
- 00:39:18maybe they don't trust you maybe they
- 00:39:20you're what they call a sales person and
- 00:39:22they know what that means and they don't
- 00:39:23want to any part of that you got to be
- 00:39:25able to change their states a little bit
- 00:39:27of their way of looking at you and we're
- 00:39:29going to teach you ways of doing it not
- 00:39:30by learning just a bunch of words but
- 00:39:32how to do it by using non-verbal
- 00:39:34techniques the way you use your voice
- 00:39:37the way you gesture the way you look at
- 00:39:39them by the questions that you ask them
- 00:39:41what are some ways that you can trigger
- 00:39:42them to imately change the way they feel
- 00:39:44without them even knowing you're the
- 00:39:45source of it in order to support them
- 00:39:46and feeling better and being able to
- 00:39:47really hear your message thirdly what
- 00:39:50you really got to be able to do is have
- 00:39:52strategies for Preparation most
- 00:39:54salespeople have call reluctance and
- 00:39:57call reluctance just says if somebody's
- 00:39:59reluctant you to make a call what
- 00:40:00they're saying to me is they're not
- 00:40:01prepared see I have no problem with call
- 00:40:04reluctance not cuz I'm this stud
- 00:40:06although I am
- 00:40:07no seriously because I know who this
- 00:40:12person is and I'm calling on so I have
- 00:40:13no reluctance because they're a friend
- 00:40:15I've got an idea of who they are what
- 00:40:16are they about I try and find out from
- 00:40:18the people I'm getting referrals from
- 00:40:20what is the core of this person what is
- 00:40:21their life about and what do I like
- 00:40:23about that what do I like about this
- 00:40:24person before I even meet them so I want
- 00:40:26to meet them number one and I'm prepared
- 00:40:30I know who this person is I know what my
- 00:40:32product is I know how I can benefit them
- 00:40:35and I gut I believe it before I ever
- 00:40:36walk in the door and you go well Tony
- 00:40:38what if I'm cold calling just knocking
- 00:40:40on doors I can still be prepared because
- 00:40:42if I'm going to walk into an office I
- 00:40:44know the kind of person that's going to
- 00:40:45be there overall I know the kinds of
- 00:40:47desires and needs that people have in a
- 00:40:49particular area of business and so I can
- 00:40:51picture in my mind what they're like so
- 00:40:53I have no call reluctance so we're going
- 00:40:54to talk about how to prepare yourself
- 00:40:56both physically so you know enough about
- 00:40:58the customer emotionally so you're ready
- 00:41:01so you know no matter what objection
- 00:41:03they give you you're prepared because
- 00:41:04I'm curious when somebody says to you
- 00:41:06things like
- 00:41:07well uh I really need to think it over
- 00:41:10call me in a week or somebody says I'm
- 00:41:12just not interested or somebody says you
- 00:41:14know it just costs too much and I I
- 00:41:16can't do it not now what's your
- 00:41:19emotional response do you kind of think
- 00:41:22inside or you go oh great I get to show
- 00:41:24them a new
- 00:41:25possibility right that's the what I want
- 00:41:27you to have and I want you to have tons
- 00:41:28of ways to change it not just this one
- 00:41:30close you've learned fourth strategy is
- 00:41:33strategies for Effective prospecting not
- 00:41:35only preparing but what do you do when
- 00:41:36you meet the prospect so that you can
- 00:41:38immediately get their attention let me
- 00:41:40just say this to you I don't want to
- 00:41:42just have you learn how to sell I want
- 00:41:44you to learn how to enjoy selling
- 00:41:46there's a big difference in my life it
- 00:41:49used to be my goal was to achieve things
- 00:41:52and I got really good at setting goals
- 00:41:53and achieving them but I don't know if
- 00:41:55you've noticed what's happened in your
- 00:41:56life at least happened in my life and
- 00:41:58that is I set these big goals and I went
- 00:42:00and I achieved them and once I got them
- 00:42:02I said is this all there is you know
- 00:42:05it's like anywhere from the first 5 days
- 00:42:07to maybe the first 55 days it was
- 00:42:10wonderful but after that it was like
- 00:42:12well it's nice and so what I've begun to
- 00:42:14realize in my life is that I used to be
- 00:42:16so outcome oriented that that's what my
- 00:42:18whole life was about and if something
- 00:42:20happened I didn't get things the way I
- 00:42:21wanted right that moment I'd be stressed
- 00:42:22what I've learned to do is really learn
- 00:42:24to enjoy the process while I commit and
- 00:42:26get the outcome you know life is a
- 00:42:29process not an outcome not a goal and so
- 00:42:32I think it's important we live it along
- 00:42:33the way so I want to share with you not
- 00:42:34just how to influence people but how can
- 00:42:35you really thoroughly enjoy it that's
- 00:42:37part of my outcome here with you so
- 00:42:39knowing how to thoroughly enjoy
- 00:42:40prospecting is as important as knowing
- 00:42:42how to Prospect and it's more important
- 00:42:43in my mind than just being effective at
- 00:42:45it be effective and enjoy it Fifth
- 00:42:47strategy I've got here for you is the
- 00:42:49strategies of building trust how do you
- 00:42:51walk in to a stranger in a couple
- 00:42:53moments and absolutely have this person
- 00:42:54bond with you feel like they're your
- 00:42:56best friend and all of these top
- 00:42:58salespeople have that ability and they
- 00:43:00do it in a variety of ways and we're
- 00:43:01going to offer those for you sixth
- 00:43:03strategy I got for you here is ways to
- 00:43:05create interest that lasts not just the
- 00:43:06initial moments but will last throughout
- 00:43:08your sales presentation so they want to
- 00:43:10hear what you have to say because one of
- 00:43:11the biggest mistakes that these top
- 00:43:13producers say they see other sales
- 00:43:15people make is they start to go on their
- 00:43:18presentation before they've really built
- 00:43:19any real interest this the person the
- 00:43:21prospect is not interested yet they're
- 00:43:23they got a Meek level of Interest the
- 00:43:25top producers make them hungry
- 00:43:27to hear what they're going to say before
- 00:43:29they ever begin to actually speak about
- 00:43:30it sixth strategy or seventh strategy
- 00:43:32rather is strategies for qualifying the
- 00:43:34prospect what I want to teach you in
- 00:43:36terms of qualifying is not to find out
- 00:43:38do they have any money not to find out
- 00:43:40how many bedrooms and how many baths
- 00:43:41they have not to find out what their
- 00:43:43past policies were like what I want you
- 00:43:45to find out is the core emotion that
- 00:43:48drives this person that they want more
- 00:43:50than anything in life what is the core
- 00:43:52emotional needs what I call is their
- 00:43:54emotional reasons for buying right now
- 00:43:56what would be the most intense emotional
- 00:43:57need this person has in life and then
- 00:44:00teach them how to get that need met
- 00:44:02through your product what is a hurt an
- 00:44:06emotional need that they have that they
- 00:44:08want to
- 00:44:09heal I believe that selling really is
- 00:44:13finding a need and interest somebody has
- 00:44:15turning it into a real need and
- 00:44:17disturbing the prospect letting them get
- 00:44:18the feeling that hey I don't have this
- 00:44:20and I want to have this be a part of my
- 00:44:21life so that they're motivated because I
- 00:44:23believe selling is motivation and so the
- 00:44:25process of really finding out some
- 00:44:27deepest needs is what I call qualifying
- 00:44:29next strategy a strategy for really
- 00:44:31giving them the way to justify buying
- 00:44:34you know it's not enough to get somebody
- 00:44:35emotionally excited or like they really
- 00:44:37want it they got to be able to after
- 00:44:39they get emotionally excited they got to
- 00:44:40be able to justify it have you ever had
- 00:44:42a product like God you were really
- 00:44:43excited about it and you really wanted
- 00:44:44it but you just didn't do it I would
- 00:44:47suggest to you the reason was because
- 00:44:48you couldn't justify it and these people
- 00:44:50who were the best persuaders have
- 00:44:51incredible strategies for showing people
- 00:44:53how to justify being able to do almost
- 00:44:55anything by the way if people are
- 00:44:56motivated enough they'll help you to
- 00:44:57justify for them and last two are
- 00:45:00strategies for closing and commitments
- 00:45:03how do we take any kind of objection
- 00:45:04somebody can give us and turn it around
- 00:45:06with ease and where they enjoy it the
- 00:45:08top persuaders do not answer objections
- 00:45:11they take people's objections and they
- 00:45:14convert them into questions you can't
- 00:45:16answer an objection but you can answer a
- 00:45:18question and there's a big emotional
- 00:45:20difference between answering objection
- 00:45:22and answering a question we're going to
- 00:45:24teach you the techniques that they use
- 00:45:25to do that you'll find them very
- 00:45:27powerful and you'll enjoy again handling
- 00:45:28objections somebody give you objection
- 00:45:30you go oh there's a question that needs
- 00:45:31to be answered and you'll be able to
- 00:45:32have that person feel like all it is is
- 00:45:34a question not an objection and lastly
- 00:45:36how do you make sure that you button up
- 00:45:38the sale that is how do you make sure
- 00:45:39that this sale is going to last so that
- 00:45:41when you walk back outside that door
- 00:45:43that you aren't in a situation where
- 00:45:45you're trying to figure out how you're
- 00:45:47going to make sure that it stays in
- 00:45:48there you're not going by and you know
- 00:45:49checking your phone messages to see if
- 00:45:51they've called to say well we've changed
- 00:45:52our mind well you absolutely know that
- 00:45:53sale is going to last and this person is
- 00:45:55going to help you to get multiple sales
- 00:45:57that the time you spend here doesn't end
- 00:46:00with the few moments you spent with them
- 00:46:01but moves on now we've talked about a
- 00:46:03couple things we want to increase the
- 00:46:05quality of life I want you to take
- 00:46:06control of the strongest power that I
- 00:46:09know of to shape Destiny the power to
- 00:46:11influence and we've said that what it's
- 00:46:12going to take is some initial impact you
- 00:46:15said it's going to take some repetition
- 00:46:16some utilization you'll begin to
- 00:46:18integrate it and then you just got to
- 00:46:19keep reinforcing it because you got to
- 00:46:20make sure you daily condition yourself
- 00:46:22to succeed we said that we're going to
- 00:46:24go from maybe not even knowing how to do
- 00:46:25some of this stuff and in the beginning
- 00:46:27modes where we're you know not very good
- 00:46:28at it we're kind of like working for
- 00:46:30conscious competence it might not feel
- 00:46:31real good but we're going to hang in
- 00:46:32there till we get unconsciously
- 00:46:33competent because we're absolutely
- 00:46:34committed I hope by now you've made the
- 00:46:36decision to master this material if you
- 00:46:39haven't decide now whether you're going
- 00:46:40to or not and if you decide not to
- 00:46:43that's okay with me but I think the
- 00:46:44person that will be cheated would be you
- 00:46:46decide that you'll do whatever it takes
- 00:46:49and then let's make five commitments
- 00:46:50right now number one commitment is
- 00:46:52commitment to stretch yourself what do I
- 00:46:55mean by stretch yourself stretch to me
- 00:46:57is a philosophy it means if I can't do
- 00:47:00something then I must do it and the
- 00:47:03bottom line then is if you find yourself
- 00:47:05saying I can't do this exercise oh God
- 00:47:07you know I can't do that with my kind of
- 00:47:09customer oh you know that's silly or I'm
- 00:47:11not going to do that it sounds dumb what
- 00:47:13I'm asking you to do is say if I can't
- 00:47:14then I must and the value of doing that
- 00:47:17is you get to discover what you're
- 00:47:18really capable of you know most of the
- 00:47:20success that I've experienced in my life
- 00:47:22has come from me by living by this
- 00:47:23philosophy by saying God I really can't
- 00:47:25do that boom then I must and just going
- 00:47:27for it and finding out hey I'm capable
- 00:47:29of a lot more than I ever dreamed of
- 00:47:30before and that stretching means
- 00:47:32stretching yourself in this class
- 00:47:34stretching means that you manage your
- 00:47:36own state that you keep yourself in a
- 00:47:38focused place so you can get the most
- 00:47:40out of this program stretching means I'm
- 00:47:42going to ask you to make this specific
- 00:47:43commitment I want you to be willing and
- 00:47:45and I want you to think about it don't
- 00:47:46do it just because I'm saying it really
- 00:47:48think about it but I don't want if you
- 00:47:49be willing that for the period of time
- 00:47:52of 30 days 30 days that you will double
- 00:47:56the number of prospecting calls that you
- 00:47:57make during those 30 days in other words
- 00:47:59whatever you're presently making you'll
- 00:48:00just double them the reason I ask you to
- 00:48:02do this is a couple things one is
- 00:48:03obvious if you don't do anything else in
- 00:48:05this course but that what will happen to
- 00:48:07your income right that's all you do
- 00:48:10secondly if you're making twice as many
- 00:48:11calls you'll be willing to experiment
- 00:48:14you won't be losing out on anything if I
- 00:48:15give you something to do and you say
- 00:48:16gosh I don't know if I can do that what
- 00:48:18if it doesn't work well you're not out
- 00:48:19anything these are people you never
- 00:48:20would have talked to anyway right so
- 00:48:23what the heck go for it so I'm asking
- 00:48:25you to do that and I want you to decide
- 00:48:26what going to do that and if you are
- 00:48:28You' got to write down why you're going
- 00:48:29to do it because I want to tell you
- 00:48:31something I think persuasion is the
- 00:48:33process of getting people to do things
- 00:48:35for their reasons not yours see if I say
- 00:48:39here's why you should do it I may
- 00:48:41influence you I may not because that may
- 00:48:42be my reason and not yours if you want
- 00:48:44to get yourself to follow through in
- 00:48:46life you know like when people set goals
- 00:48:48their biggest problem is they write down
- 00:48:49the goal but they don't write down
- 00:48:50enough reasons to get it the goal is not
- 00:48:53what drives us it's the reasons that
- 00:48:54drive us so under each one of the
- 00:48:56commitments I want you to think about
- 00:48:58why are you really committed don't just
- 00:48:59say okay I'm committed why because I
- 00:49:01want you to know that consequences that
- 00:49:04is positive and negative consequences
- 00:49:06are what drive all our behaviors
- 00:49:08whatever we associate see if you
- 00:49:09associate doubling those numbers of
- 00:49:11calls if you associate to that oh God
- 00:49:13more work plus I'm going to these
- 00:49:16classes right then it's pretty clear how
- 00:49:18you're going to behave the consequences
- 00:49:20you've Associated or linked are not real
- 00:49:22supportive of you emotionally but if you
- 00:49:24associate doubling the number of calls
- 00:49:26as being creative getting a chance to be
- 00:49:28outrageous getting a chance to have some
- 00:49:29fun getting a chance to maybe try some
- 00:49:32things you didn't think would work and
- 00:49:34discover that you've got some new
- 00:49:35choices maybe doubling your income maybe
- 00:49:38doing more than doubling your income
- 00:49:39because just by making twice as many
- 00:49:40calls doesn't mean you get twice as many
- 00:49:42sales as you do things more and more and
- 00:49:44more Synergy comes into play and all of
- 00:49:45a sudden you'll get even better so what
- 00:49:48you link to this is going to determine
- 00:49:49what you really do so write down some
- 00:49:51reasons to convince yourself just like
- 00:49:53you're going to convince clients you're
- 00:49:55going to convince clients by giving them
- 00:49:57emotional reasons to do things and
- 00:49:58you're also going to give them logical
- 00:49:59reasons to do things I call them Urban
- 00:50:01and luran emotional reasons to buy now
- 00:50:05and logical reasons to buy now and we're
- 00:50:07going to use those terms and the thing
- 00:50:09you fight is people have dominant
- 00:50:10reasons to avoid buying or doing
- 00:50:12anything we call that drab so we're
- 00:50:13going to talk about Urban lurbon and
- 00:50:15drab you'll remember those words here's
- 00:50:17a second commitment I want you to make
- 00:50:18second commitment is I want you to
- 00:50:20commit to be totally responsible for
- 00:50:22what you get out of this program and
- 00:50:24what I mean by that is a lot of people
- 00:50:26hold responsib is this heavy negative
- 00:50:27thing I mean take charge I mean that
- 00:50:30whatever is going on in the material if
- 00:50:32you think well gosh I don't know if
- 00:50:33that's what something I need take charge
- 00:50:35demand from yourself the ability to get
- 00:50:36what you need be responsible I want this
- 00:50:38program to be the best thing you've ever
- 00:50:40gone to but I can't do that by myself I
- 00:50:42need you to make the commitment to say
- 00:50:44I'm going to get what I came here for
- 00:50:45and you've got tons of resources you've
- 00:50:46got me right here sharing with you what
- 00:50:48I know is most important the things you
- 00:50:50and I are going to discover together
- 00:50:51during the process so what this is this
- 00:50:53seminar is not about me teaching you
- 00:50:55this is about experiencing and
- 00:50:57discovering the most important aspects
- 00:50:59of how to influence yourself on other
- 00:51:01people so take advantage of all the
- 00:51:02resources that are here and take
- 00:51:04advantage of the opportunity to apply
- 00:51:05what you've learned which is probably
- 00:51:06the most powerful resource third
- 00:51:08commitment commit to being
- 00:51:10flexible flexibility is the ultimate
- 00:51:13power because what I found is in dealing
- 00:51:15with human beings the person who's most
- 00:51:18flexible controls the situation see if
- 00:51:20you come along and you you know bring up
- 00:51:22an objection and I've only got one or
- 00:51:24two ways to handle that then you may be
- 00:51:26able to dominate the situation because
- 00:51:27you're more flexible than me you got
- 00:51:28more ways to handle my trying to handle
- 00:51:30your objection flexibility means being
- 00:51:32able to embrace things in a way where
- 00:51:34you look at things where you see a new
- 00:51:36possibility continuously where you're
- 00:51:38never stuck you never say well that's
- 00:51:39I've tried everything if you ever say to
- 00:51:41yourself I've tried everything remember
- 00:51:42you're lying you couldn't have tried
- 00:51:44everything or you've gotten the result
- 00:51:46now some things you may not want to try
- 00:51:47but know that there is always a way if
- 00:51:49you're flexible enough you want to keep
- 00:51:50changing your approach in fact I'd say
- 00:51:53to you that in order to be successful
- 00:51:54we've got to number one know our outcome
- 00:51:56we got to know what we're trying to
- 00:51:57accomplish in a given situation two we
- 00:52:00got to get ourselves to take action so
- 00:52:01we're not just hanging out there going
- 00:52:02yeah well this is what I want to do
- 00:52:03someday I'll do it three we got to know
- 00:52:06what we're getting you know are we
- 00:52:07getting closer to our goal or further
- 00:52:08away and then four we got to be will to
- 00:52:11change our approach change our approach
- 00:52:13change our approach until we get the
- 00:52:14result with a client so if I know this
- 00:52:15is the result I want with a client and I
- 00:52:17just try something anything and I'm
- 00:52:19smart enough not to just keep doing it
- 00:52:21but notice whether it's working or not
- 00:52:22if it's not working change and you're
- 00:52:24going to find by that simple four-step
- 00:52:25formula alone you can make some radical
- 00:52:27changes in your sales as simplistic as
- 00:52:29that sounds and our last ones number
- 00:52:32four commit to being a team player and
- 00:52:35what I mean by being a team player is a
- 00:52:37high pressure salesperson is by
- 00:52:40definition a person's whose number one
- 00:52:42focus is always on what are they getting
- 00:52:44out of the situation personally how can
- 00:52:47they make the commission how can they
- 00:52:48close the sale and their income usually
- 00:52:51reflects that they're not extremely
- 00:52:53successful not long term not in today's
- 00:52:55society a person who's a professional is
- 00:52:57a team player what I mean by that is
- 00:52:59their professionalism comes from the
- 00:53:01fact that their number one focus is the
- 00:53:03customer first last always what is the
- 00:53:06customer's needs what's really best for
- 00:53:08them right now if a customer gives me an
- 00:53:09objection rather than saying I got to
- 00:53:10crush the objection the question I ask
- 00:53:13is in spite of their concern is there
- 00:53:16much more value here than the concern
- 00:53:18they're bringing up and if in my gut I
- 00:53:19believe that's true I will go until
- 00:53:21until I persuade that person and not all
- 00:53:23cases but in most cases I will succeed
- 00:53:25because I'm coming from that place and
- 00:53:27the customer knows that as well and by
- 00:53:29the way these five commitments are
- 00:53:30designed to make you more effective in
- 00:53:31your life and more effective in this
- 00:53:33environment see if you're in a position
- 00:53:34where you're committing to stretching
- 00:53:36yourself and you're going to stretch
- 00:53:37yourself you're going to go for longer
- 00:53:38hours than maybe you normally do you'll
- 00:53:39do whatever it takes you'll go out and
- 00:53:41apply things you'll do some silly stupid
- 00:53:43things I'm going to ask you to do when I
- 00:53:45ask you a question I'm with you right
- 00:53:47now in the room if you're hearing me and
- 00:53:49you're experiencing me I'm with you
- 00:53:50right now so when I ask a question you
- 00:53:52respond back out loud what happens is if
- 00:53:54you hear something you remember part of
- 00:53:56it if you hear it and you write it down
- 00:53:58you remember more of it you hear it you
- 00:53:59write it down and you say it out loud
- 00:54:01you'll remember much more of it because
- 00:54:02you've recorded on three levels in your
- 00:54:04head and if you yell it back out or if
- 00:54:06you're a little outrageous or playful it
- 00:54:08makes it even more unique and you'll
- 00:54:10remember that idea even more strongly
- 00:54:12here's the last commitment number five I
- 00:54:14want you to consistently commit to being
- 00:54:16at a high level of energy during this
- 00:54:17program every Peak performer that I've
- 00:54:19met they're not only flexible they're
- 00:54:21not only committed to do whatever it
- 00:54:22takes but somehow no matter what's going
- 00:54:25on around them they manage the State
- 00:54:27they manage to keep their energy at the
- 00:54:28level that it really deserves to be it
- 00:54:30isn't always easy it is always worth it
- 00:54:32the more you give the more you're going
- 00:54:34to receive the more you put into this
- 00:54:35program the more you're going to get out
- 00:54:37right now think about what it really
- 00:54:39means to be a person of
- 00:54:40influence think about what does it
- 00:54:42really mean to be able to change the way
- 00:54:46people feel the way they behave and the
- 00:54:49quality of their
- 00:54:50life think about if that's something
- 00:54:52that's worth putting some hours in
- 00:54:54putting some energy in putting some
- 00:54:56effort in putting some discipline into
- 00:54:58and if you are absolutely committed then
- 00:55:01make it the same level of commitment as
- 00:55:02you have to survive cuz when ask most
- 00:55:04people I said what would you do to
- 00:55:05survive most people go survive huh I'd
- 00:55:08do anything you know no kidding guess
- 00:55:10why so many people
- 00:55:11survive you know because they're
- 00:55:13committed right they're committed to
- 00:55:15surviving it's a must for them well what
- 00:55:17would happen if you were as committed to
- 00:55:19succeeding as you were to surviving what
- 00:55:21would your life be like would your
- 00:55:23income be different would your level of
- 00:55:25happiness be different would you treat
- 00:55:27people better would you treat yourself
- 00:55:29better so my challenge to you right now
- 00:55:32is commit to Excellence commit for the
- 00:55:35time we're going to be here together to
- 00:55:37demanding more of yourself than anybody
- 00:55:39else could ever expect and if you live
- 00:55:42by that idea of demanding more than
- 00:55:43anybody else could ever expect then
- 00:55:46there's absolutely literally no limit to
- 00:55:48the level of success and joy and
- 00:55:49happiness you can have in your life so
- 00:55:51I'm excited about us beginning this
- 00:55:52journey together and let's begin let's
- 00:55:54start right now just by making five
- 00:55:56commitments and then let's come back
- 00:55:57here and let's go through the process of
- 00:55:59selling and see what it really looks
- 00:56:00like what is this process really about
- 00:56:02not the old way we heard it but what is
- 00:56:04really the dynamic aspect of selling as
- 00:56:07we can see it now by studying the best
- 00:56:09persuaders literally in the
- 00:56:15[Music]
- 00:56:17world hi it's Joseph back with you
- 00:56:21again was that awesome or what listen
- 00:56:24did you make the commitments to yourself
- 00:56:26those five commitments I hope you did
- 00:56:29what would happen to the quality of your
- 00:56:30life if you lived by those commitments
- 00:56:32every day now before we go today you'll
- 00:56:36recall that Tony talked about the top 10
- 00:56:39strategies the best 100 salespeople in
- 00:56:41the world share in common we'll be going
- 00:56:44through these steps in this program in
- 00:56:47the meantime I want to ask you do you
- 00:56:49remember the single most important
- 00:56:51difference between the best salespeople
- 00:56:53and everybody else it's compelling
- 00:56:57reasons so don't leave this session
- 00:57:00until you've given yourself some
- 00:57:01compelling reasons to follow through
- 00:57:04take a moment right now if you're in the
- 00:57:05car pull over jump off the treadmill do
- 00:57:09whatever it takes and write down why
- 00:57:12this is a must for you to master how
- 00:57:14will it impact the quality of your life
- 00:57:16and those that you care about pause the
- 00:57:19audio right now take this time and do
- 00:57:25it
- 00:57:28okay did you do it I hope you did if you
- 00:57:31didn't please shut the audio off right
- 00:57:33now and go back and do it it's
- 00:57:35imperative if you did
- 00:57:38congratulations what reasons did you
- 00:57:39come up with are they juicy and
- 00:57:42compelling to you remember sometimes
- 00:57:44words like kick button take names or
- 00:57:47let's rock or do it now or step up have
- 00:57:51much more impact than a phrase like to
- 00:57:54Foster growth in my business Acumen in
- 00:57:56order to create an upward Trend in my
- 00:57:59company's forecasted
- 00:58:02plan No it should be something like I am
- 00:58:05the sales King I kick butt and take
- 00:58:09names I walk this planet knowing that
- 00:58:12wherever I go I have the ability to
- 00:58:14influence people and not just get what I
- 00:58:16want but walk away with 10 times more
- 00:58:20yeah now that works so whatever your
- 00:58:22reasons are and they're different for
- 00:58:24each of us be sure to keep them in in
- 00:58:26front of you each day and stay
- 00:58:27Associated to the why of what you're
- 00:58:30doing now let's get to it be sure to
- 00:58:32finish up your assignment and review
- 00:58:34those five commitments and I'll see you
- 00:58:36tomorrow on your next session when we'll
- 00:58:38learn about what makes people really
- 00:58:41[Music]
- 00:58:55buy
- Tony Robbins
- influence
- ventes
- développement personnel
- motivation
- intégrité
- Joseph McLendon III
- psychologie
- formation
- leadership