Persuasion Engineering

Video 1

- what are you after? Hmm lets see. What are you looking for
-watch eyes and listen to language
- Polarity responder. IM GUILTY!- cop thought reverse.

- speak in VAK. Do you see my point?

- stack yes sets.
- raise eye brows after saying. Cue- its the other guys turn to talk

Pacing and Leading

- rate of speech
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Rapport-
- 2-3 minutes mathc predicates, etc.
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Look for the Obvious- bankers no account by.

Telemarketing turn angry prospects.

Google: does ability to perform effect motivation

I can run hell more efficiently than the Devil

Techniques: why, what how what if

Embedded Commands:
Rapport Builder Exercise(for how people)

You have to be Powerfully Convinced to create buying in others.

Speak in need terms and tangible. Buy, invest, etc. worry

* When other are standing around, make it happen attitude kicks in

Get Hungry towards those people who you hate the most.

Exercise for Employees: swish pattern. See yourself motivated push back snap into place of the thing
your happy and delighted with.
Exercise for Overcoming Cold Calling:
How to make it fun. Overcoming fear of rejection. Your not even to that stage yet. Got to be accepted
before rejected. 1.) where is the fear? Where does it go- cycles back. 2.) take it out and spin opposite
direction. Open eyes keep spinning and call.

CD 02-

Fear gets in the way of people doing things. Strongest is the familiar.
Rehab- make images based on still picture. Movies not the same.

We make decisions based on images visual or auditory, something inside of your head.

Two Brain Model- think feel.

Be afraid of Boredom, Laziness, Worrying.

Get Into the Learning State:

- ask questions: think of something that you have bought and are happy with?-Decision Strategy.
-what about bad decision?
-eventually dont even have to ask.
-go stand in the same place.
- give people chance to process.
- USE words effectively- sound like what they mean.*

People are NOT complicated internal sounds, pictures and feelings. Thats it.
Get clients to feel good about making purchases.

Use Words Effectively and get the Most out of Your Words.

Bigger Images more effective.

My images. Being successful in IM and sales.

Changing your states= changing others.

Become Excuberant and Passionate.

Most people need answers to their doubt. Use imagination stop and say to yourself now can you feel
thisis the right time.

How they process time: past behind future in front make sfailing possible
Out in front is way easier.

How do you make good decisions? Watch the pause.

How do you know when you have found what your looking for? anchor
Rate of speed
Fear and Anger burn up so much energy. Frustration.

Begin to Elicit and Alter State:

- 20K eyebrows up
- stop and say this is is im going to do it
- can you feel this(touch) is the right time.

Dealing with Objections:

- I know its too expensive: for most people that probably true

Are you sure? Absolutely?

Consider:
- What state to be in when dealing with customers?
- Brain Chemistry0 determines how well you operate and the info you can get to. An emotional state.
- wait for me, new jersey salute. You have the car, the color, but best price?
-car places have different models of cars.
- if they say not interested in options, say okay.

What do you sale? Feelings. Happy. Feel Good! Customers call it something else. Cars,
personal empowerment, etc- its all feelings. The price really doesnt matter. People always find the
money. HAPPY.

What did that do for you?

Telephone sales solicit?
- get clients excited.
- all can be used over the phone
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1.) When using these techniques, KEEP IT SIMPLE! USE IT!

2.) Input-Process-Output(brain doesnt know how to complete)

Keys:
1.) Being in Right State and Attitude
2.) Info is in brain. Couldnt get to it quick enough. Exercise. Attitude.
3.) Results are State Control. Brain Chemistry.

- Be in good state before and after any phone call.

- liquid stuff is brain juice. Between lines in brain.
- experience words meaning.

Certain words fire different areas of brains.

-the dog ran down the street- brain makes connections.
- trouble thinking, not getting to info fast enough

Brain Juice: Neurotransmitters(promote thiknging) and Neuroinhibitors(dont promote good thinking)

-endoprhions, serotonin, melatonin, adrenaline,

Creating Chemical Cocktails:

- before persuading by being Excited(SALES),
-unless youve already decided, havnt you? Question is visa, Mastercard, American express.

Commission Sales: are the sales people. No sale no eat.

1.) Getting into Good State(controlling neurology)- feel good then do!
Ask question dont have to answer.
Close your eyes for a second(swat hands)
I know there is something that makes you feel really good, I dont want to know what it
is, but you do have something dont you, not that one, the oother one. I know there was
at least one time you felt so good that nothing else like it in the world. You can actually
go back to the very first time you had this experience, you can feel what it feels like. Go
right back to that experience float right back. See what you were looking at, hear what
you were listening to. Thats right. You can feel that. (Place anchor.) Did you know that
you can actually intensify this feeling, you can double it(push and hold) and slide up and
double it and hold there. move back and double it again. How does that feel? We can
even go to the 10th degree. Up arm and down lower back. (sliding anchors set of
instructions slide slower and calibrate, at just the right speed)
Does this feeling have movement to it? Do it real fast, better? See muscle twitch? You
can go up with feeling, nvm you dont want to feel tha, then go all the way up.
List of Feelings:
1. Xantafue- powerful and centered
2. Excited and Passionate
3.
4.
5.

Get good feeling and intensify.

Use anchors. Old stimulus response model. Set trigger or stimulus for response.
Humans are 1x learners. Get response back for a lnog time.

Rapport with animals?

2.) Handshakes in Business for Anchors:

- the limp handshare-womans shakemeans not doing business

- or thumb fingers, arm tap hug etc.
When have good meeting anchor it

Exercise:
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Until your throw out you dont know how hard you are to push.

Find what they love and repetat back in same voice tone-bl etc..aww johnnnn had a little girll

Spatial Anchoring?* preachers and positive states where they ask to

tithe

How to get rid of neg anchors in text on face book change profile pic?

Anchor people to shut up. When they stop talking anchor-finger over
lips.lol

Other noises represent certain things!

- hmmp. buy
- aghh- dont want.

Hmm.

what noise do you make when your about to put your first bite of ice
cream in your mouth?

Star Trek hats, belt buckle etc.

Buffett: hmm. Mmm

When making decisions? Hmmm

I didnt learn anything all I thoth about was you.

Get asprin, flip the bottle- I dont have a headache..good.

*Gathering information:
- What type of questions do you ask for gathering information?
- how much money are you willing to spend on a onthly mortgage
payment?
Do fire prevention not keep putting out fires!

- dont need to know 5 year projections.- to keep stock buyers happy.

Customer has indea but many blank spaces.

New Home Context:

1. money
2. timing- when to move in
3. community- highways parks trains etc
4. style of home
5. size of lot
6. builder representation
7. schools nearby

Agenda = what questions do I need to gather from customers? Ask

questions and dont give pitch yet. Ask how they want to receive it?

Girl- how would you want an attractuve guy to introduce himself to

you?

1. gather information
2. develop pitch

-go into mall and watch with clip board

Marketing research term paper?
People who engaged a sales person and did not buy something. But did
have an interaction.

95% was sales person wasnt listening. Got frustrated.

How do you know it works? I dont. marketing financial etc conditions
give me your worst sales guy and Ill get him to sale?

Give me the best guy you got

Whats an increase in business that good?

If I increase ten or more you pay me double if not you dont pay me at
all.

How much time do you have to spend with us today? What can I do for
you in the next 20 min to make this worth while?

What are you looking for in a new home?

Explain it back by not

1.) Changing words
2.) And pointing and you matching back

Paraphrahse: I thought you said= highest insult. Hers what I think you
really wanted to say? Parrot phrasing.

There words are meanings and anchors.

Im just looking great Im just selling?- Cocky!!

Baby raddler and Tylenol lmao- check stocks on these. For year
8.
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1. anchor in spaces standing

2. negative left positive right
3.

Deflecting negative anchors- yea I know exactly what you mean. Turn
look and swing to an object.!!
- cold(ya I know bill)
- neutral
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Change furniture

Telemarkerters: cry do left etc.

what do you wna to put this no vise mastercr or American express

Install doubt by- own phone this call may be recoreded for quality purposed swas that your phone or
mine? Install doubt and then sale.

Dont ask how are you doing-you dont wanna know-make them
cressida
can I help ya? Yea how much is this Cressida? Say how they pronounced it back
 Sales and Performance Strategies in Telemarketing

What is telemarketing?
Incoming
Outgoing

Theory of Motivation- Ability to Perform=Motivation, Productivity, Performance

Why- theory on motivation. Intrinsic extrinsic. research

How-
What-
What If-

Strategies

Do a split test with language patterns. A uses that strategies