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All things Influence > Mastering Influence Power Tools > Flashcards

Mastering Influence Power Tools Flashcards

1
Q

5 Steps to Mastery

A
  1. Initial impact
  2. Repetition
  3. Utilization
  4. Integration
  5. Reinforcement
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2
Q

4 Steps of Learning

A
  1. Unconscious incompetence
  2. Conscious incompetence
  3. Conscious competence
  4. Unconscious competence
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3
Q

10 Strategies of top sellers

A

They have the ability to:

  1. Affect their own emotional state
  2. Manage the customer’s state
  3. Prepare themselves physically and emotionally
  4. Prospect effectively and enjoy the process
  5. Build Trust
  6. Create and sustain interest
  7. Qualify prospects - Probe for Problems
  8. Justify Buying
  9. Close the sale and obtain commitments
  10. Button up the sale and create leverage
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4
Q

The Process of Selling

A

Step 1: Find a deep want or interest
Step 2: Disturb them
Step 3: Show them how to heal their discomfort by using your product

Use the twin forces of pain and pleasure

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5
Q

Persuasian is ______________.

Hint: An undisturbed prospect will not buy!

A

Persuasion is the process of getting your customers to associate not buying to pain.

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6
Q

ERBN:

A

Emotional Reasons to Buy Now

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7
Q

LRBN:

A

Logical Reasons to Buy Now

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8
Q

DRAB:

A

Dominant Reasons to Avoid Buying

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9
Q

Primary Tools of Influence

A
  1. Rapport
  2. Question
  3. Personal congruency
  4. State Management
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10
Q

Buying is ___________.

A

Buying is just the transference of emotion.

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11
Q

Two Kinds of Beliefs

Discover the prospect’s beliefs and align with them. Don’t attack them.

A 
Global beliefs:
  I am \_\_\_\_.
  People are \_\_\_\_\_.
  Life is \_\_\_\_.
  Insects are \_\_\_\_.

Rules:
If I ____, then is will mean ____.

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12
Q

Three ways to change your state

A
  1. Change your physiology
  2. Control you focus
  3. Develop a results ritual

In any situation, the person who feels the most certain will be the person who influences most.

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13
Q

10 Steps to Sales Mastery

A

Phase I: Engage

  1. Prepare & Do Your Homework
  2. Turn Yourself On
  3. Make Contact & Get Their Attention
  4. Connect & Become Their Best Friend.
  5. Create Interest

Phase II: Enroll

  1. Qualify Them - Probe for Problems
  2. Create Conviction & Test Close

Phase III: Compel

  1. Make It Real & Assume the Sale
  2. Convert Objections to Commitments
  3. Make It Easy & Create a Future
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13
Q

10 Steps to Sales Mastery

A

Phase I: Engage

  1. Prepare & Do Your Homework
  2. Turn Yourself On
  3. Make Contact & Get Their Attention
  4. Connect & Become Their Best Friend.
  5. Create Interest

Phase II: Enroll

  1. Qualify Them - Probe for Problems
  2. Create Conviction & Test Close

Phase III: Compel

  1. Make It Real & Assume the Sale
  2. Convert Objections to Commitments
  3. Make It Easy & Create a Future
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14
Q

Steps of Phase I: Engage in Sales Mastery Process

A

Phase I: Engage

  1. Prepare & Do Your Homework
  2. Turn Yourself On
  3. Make Contact & Get Their Attention
  4. Connect & Become Their Best Friend.
  5. Create Interest
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14
Q

Steps of Phase I: Engage in Sales Mastery Process

A

Phase I: Engage

  1. Prepare & Do Your Homework
  2. Turn Yourself On
  3. Make Contact & Get Their Attention
  4. Connect & Become Their Best Friend.
  5. Create Interest
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15
Q

Steps of Phase II: Enroll in Sales Mastery Process

A

Phase II: Enroll

  1. Qualify Them - Probe for Problems
  2. Create Conviction & Test Close
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15
Q

Steps of Phase II: Enroll in Sales Mastery Process

A

Phase II: Enroll

  1. Qualify Them - Probe for Problems
  2. Create Conviction & Test Close
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16
Q

Steps of Phase III: Compel in the Sales Mastery Process

A

Phase III: Compel

  1. Make It Real & Assume the Sale
  2. Convert Objections to Commitments
  3. Make It Easy & Create a Future
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16
Q

Steps of Phase III: Compel in the Sales Mastery Process

A

Phase III: Compel

  1. Make It Real & Assume the Sale
  2. Convert Objections to Commitments
  3. Make It Easy & Create a Future
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17
Q

6 Keys for Preparation

A
  1. Know who the customers are and anticipate their needs of hurts.
  2. Know your own product and its advantages and disadvantages.
  3. Know your competition.
  4. Know all the potential objections and have answers ready in advance.
  5. Expect the best and prepare for the worst
  6. Create Demand
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17
Q

6 Keys for Preparation

A
  1. Know who the customers are and anticipate their needs of hurts.
  2. Know your own product and its advantages and disadvantages.
  3. Know your competition.
  4. Know all the potential objections and have answers ready in advance.
  5. Expect the best and prepare for the worst
  6. Create Demand
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18
Q

5 Keys to Making Effective Contact

A
  1. Set specific goals
  2. Be creative, playful, fun, and outrageous
  3. Have a plan for what you’re going to say
  4. Get referrals
  5. Do it massively
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18
Q

5 Keys to Making Effective Contact

A
  1. Set specific goals
  2. Be creative, playful, fun, and outrageous
  3. Have a plan for what you’re going to say
  4. Get referrals
  5. Do it massively
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19
Q

What Stops People from Making Contact?

A
  1. They’re not prepared
  2. They’re not in a peak state
  3. They think they’re an interruption

(you’‘re only an interruption until you get their attention)

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20
Q

SCREAM PIGS!

A 
Smile
Compliment
Referral
Exhibit
Ask
Mystery

Poll
Information
Gifts
Startle

21
Q

How to Compliment

Compliments Create Power

A
  1. State the compliment
  2. Justify the compliment
  3. Immediately ask a question
22
Q

How to Use Compliments More Effectively

A
  1. Give third-party compliments
  2. Give compliments about other people
  3. Don’t compliment the obvious
  4. Write a complimentary thank you note
23
Q

How to Develop Rapport

A
  1. Find something in common
  2. Match and mirror:
    > Voice quality: volume, tempo, tonality, key words
    > Physiology: posture, movements, gestures, facial expressions, breathing
  3. Pace and lead
23
Q

How to Develop Rapport

A
  1. Find something in common
  2. Match and mirror:
    > Voice quality: volume, tempo, tonality, key words
    > Physiology: posture, movements, gestures, facial expressions, breathing
  3. Pace and lead
24
Q

4 qualities of voice

A

volume, tempo, tonality, key words

24
Q

4 qualities of voice

A

volume, tempo, tonality, key words

25
Q

5 qualities of physiology

A

posture, movements, gestures, facial expressions, breathing

25
Q

5 qualities of physiology

A

posture, movements, gestures, facial expressions, breathing

26
Q

Communication Styles

A
  1. Visual
  2. Auditory
  3. Kinesthetic
  4. Digital

(to influence all types of people, you need the ability to communicate in all four styles so you can enter their world)

26
Q

Communication Styles

A
  1. Visual
  2. Auditory
  3. Kinesthetic
  4. Digital

(to influence all types of people, you need the ability to communicate in all four styles so you can enter their world)

27
Q

Creating Units of Interest

A
  1. Make a big fat claim
  2. State a fact
  3. State a benefit
  4. State another benefit
  5. Provide evidence
  6. Get permission to probe
27
Q

Creating Units of Interest

A
  1. Make a big fat claim
  2. State a fact
  3. State a benefit
  4. State another benefit
  5. Provide evidence
  6. Get permission to probe
28
Q

DEFEATS

Evidence DEFEATS Disfelief!

A 
DEFEATS:
Demonstrate
Example
Facts
Exhibition
Analogy
Testimonial
Statistics
28
Q

DEFEATS

Evidence DEFEATS Disfelief!

A 
DEFEATS:
Demonstrate
Example
Facts
Exhibition
Analogy
Testimonial
Statistics
29
Q

Questions for Qualifying Customers

NWWAM

A 
NWWAM:
Needs
Wants
Wounds
Authority
Money
30
Q

10 Sorting Strategies/ Metaprograms

A
  1. Toward/ Away
  2. Internal/ External (Frame of Reference)
  3. Possibility/ Neccessiity
  4. Matcher/ Mismatcher (Relationship Sort)
  5. Self/ Others/ Details (Attention Sort)
  6. Completion/ Process
  7. Convincer Strategy
  8. Generality/ Specificity
  9. Past/ Future
  10. Cost/ Convenience
31
Q

Toward/ Away

A

1

32
Q

Internal/ External (Frame of Reference)

A

1

33
Q

Possibility/ Neccessiity

A

1

34
Q

Matcher/ Mismatcher (Relationship Sort)

A

1

35
Q

Completion/ Process

A

1

36
Q

Self/ Others/ Details (Attention Sort)

A

1

37
Q

Convincer Strategy

A

1

38
Q

Generality/ Specificity

A

1

39
Q

Past/ Future

A

1

40
Q

Cost/ Convenience

A

1

41
Q

3 Ways to Create Conviction

The only purpose of a presentation is to create conviction that you can meet person’s needs

A
  1. Work on your personal congruency
  2. Work on your ERBN’s and LRBN’s
  3. Give prospects enough units of conviction to justify buying
42
Q

Units of Conviction

A

Claim
Fact (“because”)
Benefit (“Which means to you…”)
Benefit (“And that really means…”)
Evidence (DEFEATS)
Permission to ask questions (“My purpose at this time is to get your answers to a few questions”)
Test Close (“In your opinion, do you feel…”)

43
Q

Test Closes

A

Opening test close
“How long have you been considering owning…?”

Trade-off test close
“Would it be worth ____ in order to have ____?”

Progressive test close
“If you were to go ahead with this, when would your want the service to begin?”

44
Q

Signs that a prospect is ready to buy

A

Facial muscles: Tight
Posture: Relaxed
Hands: Open, touching product or application form
Attitude: Friendly
Conversation: Talk about the product as if they already own it

45
Q

10 Steps to Handling Any Objection

A
  1. Ignore it
  2. Hear the person out
  3. Feed it back (nicely)
  4. Question it (get more information)
  5. Make it a final objection
  6. Align with the prospect and provide a cushion
  7. Turn it into a question
  8. Answer the question (why TOM and ED)
  9. Tie it down and test close
  10. Assume the sale
46
Q

Why TOM and ED

A

Why?
Turn it around
Outweigh it
Minimize

and

Explain
Deny it

47
Q

6 ways to make it easy to buy

A
  1. Order-blank close
  2. Minor close
  3. Alternate choice close
  4. Congratulate them on making a wise decision
  5. Use contrast
  6. Make it fun
48
Q

Always search for referrals

A
  1. Believe that you will get them
  2. Enroll you clients in supporting you; ask them to call two of the five referrals right then and there
  3. Offer a referral fee or gift
  4. Find out as much information about the referral as possible
49
Q

How to Use Referrals

A
  1. Use a third-party compliment

2. Create a key person file

50
Q

My Commitment to Mastery

A
  1. I commit to stretch myself.
  2. I commit to being totally responsible for what I get out of this program.
  3. I commit to being flexible
  4. I commit to manage my state at a high level of energy
  5. I commit to stretch myself
51
Q

Questions help you…

A 
> Find out what's really going on in people's heads
> Find out their motivation
> Find out their beliefs
> Test close
> Take pressure off
> Show you really care
> Build rapport
> Induce reciprocation
> Put people in state
> Bring out and overcome objections
52
Q

10 Ways to Create Rapport

A 
> Bring up a a mutual interest
> Give a gift (induces reciprocation)
> Give a referral
> Insult someone
> Tell a story
> Give a sample of something
> Pay a compliment
> Make a startling statement
> Give good service
> Listen

All things Influence (3 decks)

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