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.

[Tony Robbins] Mastering Influence Day 1: Commitment: Your Greatest Power

00:59:04

https://www.youtube.com/watch?v=t6m8zakl0L4

Résumé

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.

A retenir

🎯 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.

Chronologie

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.

Afficher plus

Carte mentale

Questions fréquemment posées

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.

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Sous-titres

Défilement automatique:

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