All Chapters Flashcards
(23 cards)
- “I’m not sure if it’s for you, but”
(the no pressure pitch)
Purpose: Introduces an idea without pressure, sparking curiosity about what “it” is and lowers objections to introducing just about anything.
By saying “but” it makes people’s minds say “hey you probably want to pay attention to this.”
Ex: ‘I’m not sure if it’s for you, but… others have found success with this approach.’
Ex: “I’m not sure if it’s for you, but… we’ve helped others in your industry increase efficiency by 20%.”
- How open-minded are you?
(introducing a brand new idea)
Purpose: Encourages receptiveness by appealing to one’s self-perception as open-minded. Challenges listener to stay open when followed up with the idea you want adopted.
Everyone wants to be open minded!
Ex: ‘How open-minded are you about trying this as an alternative?’
Ex: ‘How open-minded are you about increasing your monthly income?’
Ex: ‘How open-minded are you about giving this a chance?’
Ex: ‘How open-minded are you about at least trying this?’
Ex: “How open-minded are you about exploring new strategies for growth?”
- What do you know about…?
(shutting down people who think they know best)
Purpose: gets an individual to admit their opinion was based on insufficient evidence while also saving face.
Gets them to question the sources of existing knowledge, allowing you to tailor your message accordingly. Invites input from advisor, identifies gaps in knowledge.
To influence someone you need control. To maintain control move the person’s position from certainty to doubt.
(worst case you learn precise basis of their arguement)
Ex: ‘What do you know about everything that’s changed since (insert event)?’
Ex: “What do you know about the benefits of (product)?”
- How would you feel if…?
(figuring out what motivates people, make it feel right for them)
Purpose: Engages emotions and prompts visualization of outcomes. You need to understand how people are motivated.
People are motivated by one of two things: avoiding a potential loss or acquiring a potential gain. With avoiding losses being the bigger motivator of the two.
If the reason was big enough, you could get just about anyone to do just about anything.
The more contrast you can create between where somebody doesn’t want to be and where they hope to be, the more likely they’ll move.
People make decisions based on emotions before they’ll use logic. You need to make something feel right before someone will do it.
Allowing people to time travel and pinpoint emotions will prepare them to accept your advice on whatever will help them achieve that success or avoid that loss.
These conditional future scenarios gets people excited about their future and gives them a reason to move. Remember: the greater the contrast the greater likelyhood to get someone to move.
(motivation means: a reason to move or a reason to do)
Ex: “How would you feel if this financial plan went as intended?”
Ex: ‘How would you feel if we could save you 10 hours a week?’
Ex: “How would you feel if this decision led to your promotion?”
Ex: “How would you feel if your competition passed you?”
Ex: “How would you feel if you lost everything?”
- Just imagine…
(overcome “I just couldn’t see myself doing that”)
Every decision is made twice, first in the imagination then in reality.
Purpose: Encourages the listener to envision a positive scenario to get more likely buy-in in reality.
People make decisions based on what they see in their minds. These pictures are created best by telling stories.
What you follow “just imagine” with is linked to #4, what’s motivating for someone.
(Instead of “once upon a time” use “just imagine…”)
Ex: ‘Just imagine how things will be in six months’ time once you have implemented this.”
Ex: ‘Just imagine the look on your kids’ faces when they see you achieve this.
Ex: ‘Just imagine the impact this could have.’
Ex: “Just imagine the impact this could have on your team’s productivity.”
Ex: ‘Just imagine the time you’d save.’
- When would be a good time?
Purpose: Presumes agreement and reduces pressure.
Application:
“When would be a good time to get together and go over your plan?”
Removes pressure, assumes agreement. Ex: ‘When would be a good time to talk more?’
- I’m guessing you haven’t gotten around to…
Purpose: Gracefully confronts inaction without blame.
Application:
“I’m guessing you haven’t gotten around to reviewing the proposal yet?”
Gives a graceful way to admit delay. Ex: ‘I’m guessing you haven’t gotten around to reviewing the
document?’
- Simple swaps
Purpose: Reinforces clarity and consistency.
Application:
“Simple ideas work best when applied every single day.”
Swap “do you have any questions?” with “what questions do you have for me?”
Also change “can I have your phone number?” to “what’s the best number to reach you at?”
- You have three options…
Purpose: Provides structure and control to decision-making.
Application:
“You have three options: continue as is, try something new, or get expert help.”
Frames the decision space. Ex: ‘You can wait, try it yourself, or let me help.’
- There are two types of people in the world…
Purpose: Frames a powerful contrast.
Application:
“There are two types of people: those who act and those who hesitate.”
Creates contrast. Ex: ‘Those who do and those who wait.’
- Before you make up your mind, you should know…
Purpose: Delivers important insight at the moment of decision.
Application:
“Before you make up your mind, you should know there’s a price increase next month.”
Introduces key info pre-decision. Ex: ‘Before you decide, you should know the full details.’
- What happens next is…
Purpose: Shows authority and directs action.
Application:
“What happens next is we’ll schedule your onboarding call and set up your profile.”
Establishes authority. Ex: ‘What happens next is we do a short discovery call.’
- Most people…
Purpose: Uses social proof to reduce friction.
Application:
“Most people in your situation start with the standard package.”
Applies social proof. Ex: ‘Most people choose to start with the basic plan.’
- The good news is…
Purpose: Shifts attention to the positive.
Application:
“The good news is we already have a solution ready to go.”
Redirects attention to positive. Ex: ‘The good news is we already have a solution.’
- If I can, will you?
Purpose: Creates conditional commitment.
Application:
“If I can get that price approved, will you be ready to move forward today?”
Creates conditional agreement. Ex: ‘If I can match that price, will you move forward?’
- A favor to ask…
Purpose: Makes requests more approachable.
Application:
“I’ve got a small favor to ask—can you share your experience with a friend?”
Softens request. Ex: ‘I have a small favor to ask it’ll only take a minute.’
- Just one more thing…
Purpose: Adds a final thought or clarification smoothly.
Application:
“Just one more thing—do you have five minutes for a quick question?”
Adds something last-minute. Ex: ‘Just one more thing can I send you a quick summary?’
- What makes you say that?
Purpose: Gently challenges objections.
Application:
“What makes you say that it wouldn’t work for your situation?”
Clarifies objections. Ex: ‘What makes you say that it’s not for you?’
- You’re right…
Purpose: Validates the other person and builds rapport.
Application:
“You’re right—it’s definitely something worth considering carefully.”
Builds rapport. Ex: ‘You’re right that’s a valid point.’
- I bet you’re a bit like me…
Purpose: Establishes similarity and trust.
Application:
“I bet you’re a bit like me—you want to be confident before committing.”
Establishes common ground. Ex: ‘I bet you’re a bit like me you prefer clarity over confusion.’
- If it’s important to you…
Purpose: Shows alignment with their values.
Application:
“If it’s important to you, it’s something I want to help with.”
Shows alignment. Ex: ‘If it’s important to you, it’s important to me too.’
- Enough is enough
Purpose: Marks a turning point.
Application:
“Enough is enough—it’s time to make a change and move forward.”
Signals finality. Ex: ‘Enough is enough let’s make a change.’
- Before we get started…
Purpose: Sets the stage with clarity.
Application:
“Before we get started, let me ask a quick question about your goals.”
Sets stage. Ex: ‘Before we get started, let me ask a quick question.’
