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MASTERING INFLUENCE Power ToolsDear friend,Everything you’ve accomplished – and everythingyou strive to achieve – comes from your powerto influence. Whether you’re a sales professionaleager to get to the top of the board, a new CEOdetermined to boost company morale, or a parentwanting to positively impact your kids, your abilityto connect and influence will undoubtedly reapyour greatest rewards.These Power Tools flashcards were designed foryou to take with you on the run – to support youwith sales calls, important meetings, or meaningfulevents in your personal life. Simply choose thecards with the skills you’re currently workingon and carry them with you as you become amaster influencer.Remember, every situation you encounter isaffected by your ability to influence.Live with Passion!Tony Robbins
Influence:There is no greater power tomove people to action and makea positive difference in thequality of people's lives.MASTERING INFLUENCE
5 STEPS TO MASTERY1.2.3.4.5.Initial tREPETITION IS THE MOTHEROF SKILL.MASTERING INFLUENCE DAY 1:COMMITMENT
4 STEPS TO LEARNING1. Unconscious Incompetence(“I don’t know what I don’t know.”)2. Conscious Incompetence(“I know what I don’t know.”)3. Conscious Competence(“I know what to do and it takeseffort to do it.”)4. Unconscious Competence(“I know what to do and it’seffortless to do it.”)80% OF SUCCESS ANDINFLUENCE IS FINDING ABIG ENOUGH WHY – 20% ISFIGURING OUT HOW.MASTERING INFLUENCE DAY 1:COMMITMENT
10 STRATEGIESOF TOP SELLERSThey have the ability to:1. Affect their own emotional state2. Manage the customer’s state3. Prepare themselves physicallyand emotionally4. Prospect effectively and enjoythe process5. Build trust6. Create and sustain interest7. Qualify prospects – Probefor problems8. Justify buying9. Close the sale andobtain commitment10. Button up the sale andcreate leverageMASTERING INFLUENCE DAY 1:COMMITMENT
One reason so fewof us achieve what wetruly want is thatwe never directour focus.We never concentrateour power.MASTERING INFLUENCE
THE PROCESS OF SELLINGStep 1: Find a deep want or interest.Step 2: Disturb them.Step 3: Show them how to healtheir discomfort by usingyour product.TWO FORCES DRIVE ALLHUMAN BEHAVIOR: THE DESIRETO AVOID PAIN AND THE DESIRETO GAIN PLEASURE. PEOPLEWILL DO FAR MORE TO AVOIDPAIN THAN TO GET PLEASURE.MASTERING INFLUENCE DAY 2:THE SCIENCE OF PERSUASION
AN UNDISTURBEDPROSPECT WILL NOT BUYPersuasion is the process of gettingyour customers to associate notbuying to pain.ERBN:Emotional Reasons to Buy NowLRBN:Logical Reasons to Buy NowDRAB:Dominant Reasons to AvoidBuyingMASTERING INFLUENCE DAY 2:THE SCIENCE OF PERSUASION
PRIMARY TOOLSOF INFLUENCE1.2.3.4.RapportQuestionsPersonal CongruencyState ManagementBUYING IS JUST THETRANSFERENCE OF EMOTION.MASTERING INFLUENCE DAY 2:THE SCIENCE OF PERSUASION
2 KINDS OF BELIEFSGlobal beliefs:I am.People areLife is.Insects areRules:If I., then it will mean.DISCOVER THE PROSPECT’SBELIEFS AND ALIGN WITH THEM,DON’T ATTACK THEM.MASTERING INFLUENCE DAY 3:SUCCESS VS. FAILURE
5 QUESTIONS CUSTOMERSASK THEMSELVES1. Does the salesperson have mybest interests in mind?2. What will this product mean to me?3. Is it worth it to me? What will I haveto give up?4. What will other people think or say?5. Do I really need it now?MASTERING INFLUENCE DAY 3:SUCCESS VS. FAILURE
3 WAYS TO CHANGEYOUR STATE1. Change your Physiology.2. Control your Focus.3. Develop a Results Ritual: QSP(Questions, Swish Patterns,Power Moves).IN ANY SITUATION, THE PERSONWHO FEELS THE MOST CERTAINWILL BE THE PERSON WHOINFLUENCES MOST.MASTERING INFLUENCE DAY 3:SUCCESS VS. FAILURE
All performanceis state related.You’re not sellinga product. You’reselling a state.MASTERING INFLUENCE
10 STEPS TOSALES MASTERYPhase I: Engage!1.2.3.4.5.Prepare & Do Your HomeworkTurn Yourself OnMake Contact & Get Their AttentionConnect & Become Their Best FriendCreate InterestPhase II: Enroll!6. Qualify Them – Probe for Problems7. Create Conviction & Test ClosePhase III: Compel!8. Make It Real & Assume the Sale9. Convert Objections to Commitments10. Make It Easy & Create a FutureMASTERING INFLUENCE DAY 4:ENGAGE!
6 KEYS TO PREPARATION1. Know who the customers are andanticipate their needs or hurts.2. Know your own product and itsadvantages and disadvantages.3. Know your competition.4. Know all the potential objectionsand have answers ready in advance.5. Expect the best and prepare forthe worst.6. Create demand.MASTERING INFLUENCE DAY 4:ENGAGE!
5 KEYS TO MAKINGEFFECTIVE CONTACT1. Set specific goals.2. Be creative, playful, fun,and outrageous.3. Have a plan for whatyou’re going to say.4. Get referrals.5. Do it massively.MASTERING INFLUENCE DAY 4:ENGAGE!
WHAT STOPS PEOPLEFROM MAKING CONTACT?1. They’re not prepared.2. They’re not in a peak state.3. They think they’re an interruption.YOU’RE ONLY AN INTERRUPTIONUNTIL YOU GET THEIR ATTENTION.MASTERING INFLUENCE DAY 4:ENGAGE!
SCREAM nformationGiftsStartleMASTERING INFLUENCE DAY 4:ENGAGE!
You are not asales person.You are aState Inducer!MASTERING INFLUENCE
COMPLIMENTSCREATE POWER1. State the compliment.2. Justify the compliment.3. Immediately ask a question.HOW TO USECOMPLIMENTSMORE EFFECTIVELY1. Give third-party compliments.2. Give compliments aboutother people.3. Don’t compliment the obvious.4. Write a complimentary thankyou note.MASTERING INFLUENCE DAY 5:CONNECT!
HOW TO DEVELOPRAPPORT1. Find something in common.2. Match and mirror:- Voice quality: volume, tempo,tonality, key words- Physiology: posture, movements,gestures, facial expressions,breathing3. Pace and lead.WHEN PEOPLE ARE LIKE EACHOTHER, THEY TEND TO LIKEEACH OTHER.MASTERING INFLUENCE DAY 5:CONNECT!
Clients will choose youbecause they trust you,like you and think youcan get the job done.Most importantly, theybelieve you have theirbest interests at heart.MASTERING INFLUENCE
COMMUNICATION STYLES1.2.3.4.VisualAuditoryKinestheticDigitalTO INFLUENCE ALL TYPES OFPEOPLE, YOU NEED THE ABILITYTO COMMUNICATE IN ALL FOURSTYLES SO YOU CAN ENTERTHEIR WORLD.MASTERING INFLUENCE DAY 5:CONNECT!
CREATING UNITSOF INTEREST1. Make a Big Fat Claim2. State a Fact (“Because ”)3. State a Benefit (“Which meansto you ”)4. State Another Benefit (“What thatreally means to you is ”)5. Provide Evidence (“And the reasonI say that is ”)6. Get Permission to Probe (“Mypurpose at this time is to get youranswers to some questions ”)MASTERING INFLUENCE DAY 5:CONNECT!
DEFEATSEvidence DEFEATS TestimonialsStatisticsMASTERING INFLUENCE DAY 5:CONNECT!
If you perceiveyourself as a giver inyour relationshipswith your customers,not a taker, you'llexperience a greatdeal of success andjoy in the process.MASTERING INFLUENCE
QUESTIONS FORQUALIFYING ING INFLUENCE DAY 6:ENROLL!
SORTING STRATEGIES /METAPROGRAMS1. Toward / Away2. Internal / External(Frame of Reference)3. Possibility / Necessity4. Matcher / Mismatcher(Relationship Sort)5. Self / Others / Details(Attention Sort)6. Completion / Process7. Convincer Strategy8. Generality / Specificity9. Past / Future10. Cost / ConvenienceMASTERING INFLUENCE DAY 6:ENROLL!
In order toinfluence someone,you must knowwhat alreadyinfluences them.MASTERING INFLUENCE
3 WAYS TO CREATECONVICTION1. Work on your personalcongruency.2. Work on your ERBNs and LRBNs.3. Give prospects enough units ofconviction to justify buying.THE ONLY PURPOSE OF APRESENTATION IS TO CREATECONVICTION THAT YOU CANMEET THE PERSON’S NEEDS.MASTERING INFLUENCE DAY 7:CREATE CONVICTION
UNITS OF CONVICTIONClaimFact(“Because ”)Benefit(“Which means to you ”)Benefit(“And that really means ”)Evidence(DEFEATS)Permission to ask questions(“My purpose at this timeis to get your answers toa few questions.”)Test close(“In your opinion, doyou feel ”)MASTERING INFLUENCE DAY 7:CREATE CONVICTION
3 TYPES OF TEST CLOSES1. Opening Test Close“How long have you beenconsidering owning . . .?”2. Trade-off Test Close“Would it be worthinorder to have?”3. Progressive Test Close“If you were to go ahead with this,when would you want the serviceto begin?”MASTERING INFLUENCE DAY 7:CREATE CONVICTION
SIGNS THAT A PROSPECTIS READY TO BUYFacial muscles: TightPosture:RelaxedHands:Open, touchingproduct orapplication formAttitude:FriendlyConversation: Talk about theproduct as if theyalready own itMASTERING INFLUENCE DAY 7:CREATE CONVICTION
If what you’re doingisn’t working, changewhat you’re doing.If that doesn’t work,keep changing untilyou find somethingthat does.MASTERING INFLUENCE
3 STRATEGIES IFPROSPECTS ARE NOTCONVINCEDPoint: “You want athat will. Is that correct?Tell:“Ourfor you.”will do thatPaint: “When you own this product,happens.[Set the time and place.]Is this what you really want?”MASTERING INFLUENCE DAY 8:ASSUME THE SALE
10 STEPS TO HANDLINGANY OBJECTION1.2.3.4.5.6.Ignore itHear the person outFeed it back (nicely)Question it (get more information)Make it a final objectionAlign with the prospect andprovide a cushion7. Turn it into a question8. Answer the question(Why Tom & Ed)9. Tie it down and test close10. Assume the saleMASTERING INFLUENCE DAY 9:CONVERT OBJECTIONS
Until you knowthe objection,you can’t makethe sale.MASTERING INFLUENCE
WHY TOM AND ED?Why?Turn it aroundOutweigh itMinimizeandExplainDeny itMASTERING INFLUENCE DAY 9:CONVERT OBJECTIONS
6 WAYS TO MAKE ITEASY TO BUY1.2.3.4.Order-blank closeMinor closeAlternate choice closeCongratulate them on makinga wise decision5. Use contrast6. Make it funMASTERING INFLUENCE DAY 10:MAKE IT EASY
ALWAYS SEARCHFOR REFERRALS1. Believe that you will get them.2. Enroll your clients in supportingyou; ask them to call two of thefive referrals right then and there.3. Offer a referral fee or gift.4. Find out as much informationabout the referral as possible.MASTERING INFLUENCE DAY 10:MAKE IT EASY
HOW TO USE REFERRALS1. Use a third-party compliment.2. Create a key person file.ONE REFERRAL IS WORTH 15COLD CALLS. EVERY TIME YOUMAKE A SALE, AND EVEN IFYOU DON’T GET THE SALE,ASK FOR REFERRALS!MASTERING INFLUENCE DAY 10:MAKE IT EASY
You’ll never be happyby what you get.You’ll be happy bythe person you become.Make your lifea masterpiece.MASTERING INFLUENCE
Tony Robbins. Influence: There is no greater power to move people to action and make a positive difference in the quality of people's lives. MASTERING INFLUENCE MASTERING INFLUENCE 5 STEPS TO MASTERY 1. Initial Impact 2. Repetition 3. Utilization 4. Integration 5. Reinforcement REPETITION IS THE MOTHER OF SKILL. DAY 1: COMMITMENT. MASTERING INFLUENCE 4
