Chapters 1-5 Flashcards
(5 cards)
- “I’m not sure if it’s for you, but”
(the no pressure pitch)
Purpose: Creates curiosity and lowers resistance.
Application:
“I’m not sure if it’s for you, but we’ve seen great results from clients using this approach.”
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: Nudges toward agreement by making closed-mindedness uncomfortable.
Application:
“How open-minded are you about exploring a faster way to reach your goals?”
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: Encourages dialogue and identifies knowledge gaps.
Application:
“What do you know about the recent changes in the tax rules?”
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 emotion and empathy.
Application:
“How would you feel if your investments could work harder with less risk?”
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?”
Ex: “ How would you feel if your first day of retirement was you _____? (Try negative and positive forms of this)”
- Just imagine…
(overcome “I just couldn’t see myself doing that”)
Purpose: Paints a compelling vision of the future.
Application:
“Just imagine finishing work at 3 PM every day with everything done.”
Purpose: Encourages the listener to envision a positive scenario to get more likely buy-in in reality.
Every decision is made twice, first in the imagination then 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.’
