IT’S NOT WHAT YOU SAY; IT’S THE WORDS YOU USE!
IT’S NOT WHAT YOU SAY; IT’S THE WORDS YOU USE!
Knowing the correct sequence of words to use when talking with a prospect or potential customer is a skill that you must master if you want to find success.
To know what words to use you must understand how the mind works and makes decisions.
Master Industry Trainer, ‘Big Al’ Schreiter, shared with some of us, a study that was done to find out how people go about making decisions. Researchers found some interesting if not for some unsettling facts.
ALL, yes that is A-L-L; ALL decisions are made by the subconscious mind and within 7 seconds!
This information shocked and insulted many of us! THIS COULDN’T BE! We are smart, intelligent people and we’d like to think that we make conscious decisions that are contemplated longer than 7 seconds! That would be no, we don’t. As brilliant as the conscious mind is with all of its intelligence the conscious mind is about the size of a pea. Compare this to the subconscious mind that is enormously vast. The complete filing cabinet of your life, every memory, every lesson and things learned; all thoughts regardless of their origin, worthiness or truth, the part of our brains that accepts and internalizes any little thing that enters it? This is the part of our brain that makes ALL our decisions? I was growing weary, in total disbelief if not boarding angry…how could this be?
Then, “Big Al” went further, he proved it! He asked us to tell him what thoughts we have when he said…”Would you be interested i…” & before he got the word ‘in’ out of his mouth, half the room loudly said, “NO!” This was Before he could tell us anything about a business or product! Our subconscious minds had already shut him down; he was DOOMED BEFORE HE GOT STARTED! Therefore the commonly used words of “Would you be interested…” need to be removed from our conversations with everyone, why just limit this information to business when it is applicable to life in general and all people and relationships.
Let’s replace this phrase with a sequence of words that will allow the subconscious mind, the decision maker, to be open to what we have to say, that is what we want after all isn’t it? Let’s replace ‘Would you interested with “Would it be okay if…”, when the subconscious mind hears this sequence of words it is always willing to go along with what you have to say next, as long as it is logical, not illegal or harmful to one’s self or other. You’re asking permission, offering an option, this takes the pressure off. There is just one rule, the shorter the statement the better; remember the subconscious makes up its mind in 7 seconds! So I will use different example on various type products or reasons to join your organization so you can understand how this works and sounds:
Would it be okay if…
I showed you how to earn an extra $500 a month?
you could help your arthritis naturally?
I could show you how to save money on your electric bill?
you had more energy than your Grandkids?
someone else paid for your vacations?
worked 3 weeks and got paid for 4?
You get the idea!
The next piece of realization is that our vast, not so smart subconscious also makes decision based on no proof of information or knowledge but simply on “social proof” or ‘Herd Mentality’. For example, you are walking down the street and you are hungry, there are two restaurants ahead but have never eaten at either. The first one is almost empty so you walk to the next one and you see inside many people all eating, drinking and talking…in which restaurant do you decide to eat…? The busy one of course! But why? Your subconscious mind decided that because all the people are there it must be better, why else would they all be there. But that is not necessarily true, you don’t know that the food is any better or cheaper or that the second is where the fun is; for all you know the first restaurant, just opened for the day’s business or that the food is so good everyone left to get their families to bring back with them. You really don’t know, your subconscious just decides based on nothing more than the fact there are more people at one place than another, ‘social proof’, ‘herd mentality’, that the second restaurant is better than the first. How stupid is that, not to mention this decision was made with no validity knowledge or real proof, just assumption. That is just how arbitrary our subconscious mind, our decision maker is!
So since the subconscious mind is the decision maker and loves to be doing what everyone else is doing, knows or says, maybe you should try this sequence of words…
’Most people…’ or ‘Everybody knows…’ or ‘Everybody says…’.
Now that the subconscious knows it needs to do like everyone else, you need to tell it why it needs to make a decision, to do what you are suggesting. Using the word sequence of ‘If you’…(what you want them to do)…’then’…(result). An example would be: ‘If you’ incorporate these word sequences in your conversations ‘then’ you will see an amazing change in your business.
We also need to keep in mind that our job is to get our prospects or our customers to make a decision.
Closing seems to be very hard for some folks and something the person on the receiving end doesn’t like
to have done to them, so again let’s use some words that are going to allow them to be open to what we say and to make a decision. Use the word sequence of ‘So what is going to be easier for you…’ followed by an and/or statement. For example: ‘So what is going to be easier for you, to get 400 people
in your organization or 2500 to earn $10,000 a month?’
Here I will give you an example using them all; it goes something like this:
Everybody knows it takes skills to be successful in any profession. Most people want to be
successful in their network marketing business. Everybody says that Mentoring For Free is
the best place to learn the necessary skills for success. Would it be okay with you if I showed
you the skills you need to be successful, for free? If you plug into Mentoring For Free, then you
can begin to change your business and your life. So what would be easier for you, to learn the
skills you need for success or to keep struggling as you have been?
Now this is using all of them at one time and not what you would want to do in real life, you would want to sprinkle these throughout your conversation. I just did this for illustration purposes.
Also keep in mind this is a new skill, it will require practice. So practice out loud. Share these skills with your team members and practice with each other, until you don’t feel uncomfortable saying any of these sequences, because you shouldn’t. It is our job to get people to make a decision and we need to talk to the decision maker, which is the subconscious, so learn to talk to it directly so it will be open to what you suggest.
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