Module 13: Link Motivation to Your Product or Service

I Am glad you're here and we are going to be going through some awesome stuff I'm telling you when I learned to sell in this way What I really realized is that I was stepping out of trying to persuade someone to do something against their will pushing on someone and I started inviting people To make the changes that they already wanted to make and if I couldn't help them, that's okay What do we do if we can't help somebody? Go find somebody who can point them in the right direction and every month There are people that I steer out into a different direction because they're not exactly the right fit for what I do but if we can then we help draw them in this is the difference between pushing and Pulling so this is more of a pull as we're talking about how to ethically influence people. It starts with Cooperation and rapport and rolling the other person Connecting them deep into their heart space and then ultimately linking and let's go ahead and let's erase some of this stuff in the middle And let's just talk about What's next Okay now around the whole thing and the reason it's a five-step sales process is around the whole thing is you're looking at your frame Right that makes sense The next step If you get the client to the point where they have deeply connected into their heart and they've deeply connected into that motivation You're at a point where the most natural thing in the world is just to say let me help you bridge the gap Let me help you really connect to what you want in a way that you want to connect to that. Let me help you Let me show you what to do Now there is a time to be directive in this process Now let's let's just pause for a minute. Let's think through this if you try to direct somebody If you try to direct somebody when there's no cooperation and rapport what's gonna happen Nada right You know, let me tell you why I should join my program.

I don't think I should join your program your program sucks, right? You know, no cooperation. No rapport. What if you don't have their why and You're just selling features and benefits Maybe if your features and benefits happen to connect to what they want Maybe not. So it's like a maybe If you're doing selling without cooperation and rapport, you'll be lucky if you're getting one out of 20, right lucky It's like pure happenstance You happen to find somebody who's so desperate for what you want that they just say yes, despite all of your tactics, right?

So if you don't have cooperation rapport, you're doing you're probably and you know because you go like wow, I'm getting one out of 20 I'm not even getting one out of 20 Right, how many of you be honest on Facebook or Twitter or wherever like I'm on both so on Facebook and Twitter Do you get hit up? Periodically for somebody selling something and they've never messaged you ever before and you don't know them from anybody, right? Okay, how many times have you bought from that person who does that? approximately zero You can't do it doesn't work right that is selling without cooperation and rapport That's like, you know last week I got not last week two weeks ago I got a marriage proposal from someone who clearly had not looked at my profile But even if they had I have no idea who this person is right the Facebook. Will you marry me kind, sir?

You know someone from the Philippines or something like that. I mean like I don't know who you are. I'm married. I'm happily married No, thank you. No, thank you.

Right no cooperation or rapport or somebody pitches you a product They send you a friend request you accept them because there's some mutual connections and within like seconds. They're pitching you a product What's the likelihood that you say? Yes approximately zero If they happen to say yes, it is like the giantest accident that ever happened So you don't sell without cooperation rapport everybody put your hand over your heart and repeat after me Never again Now say it like you mean it never again Will I sell without permission? I will only sell With cooperation and rapport Okay, say it like you mean it with cooperation and rapport Okay, all right now second thing we connect them into a why we help them get deeply motivated What if you try to sell somebody without any kind of why? You don't know why they want your you know what they want or why they want it.

What's your likelihood of getting a result? Better than better than if you didn't have cooperation and rapport But still most people who don't get a why will do fewer than one out of ten Just true Okay, unless you framed them really well, or you're being framed as an expert externally or something like that. Then you might just Accidentally get lucky if you connect people to their why your numbers jump way up Even if you miss the rest of the stuff The link is easy All you say is you say what my coaching product is designed to do or what my passion-based product is designed to do is It's designed to help you with Freedom if that's their hot word. It's designed to help you with Control it's going to put control back in your life. So you can be a free spirit Okay, you just make that link This is really critical because a lot of people in the helping professions will do one and two Especially really well, but then when it comes time to direct people I'm going to give you bad news right up front You're being measured You're going to be measured right there and What they're measuring is whether or not you're confident in your recommendation and so Once you've got the why they're gonna size you up as You tell them what to do next Right So I need somebody just a quick roleplay do a quick roleplay.

No, no deep roleplay here Who wants to pop up and have an interesting experience? Can you hobble up here? I know you're working on a on a leg here. Okay. Okay.

Give him a hand while he's coming up here. Okay, let's say that his why is freedom and what he wants is he wants a deep freedom in his life Okay, it is. Okay, so that's that's pretty good. So I'm gonna I'm gonna talk to him now I'm gonna make the link now. We're just making some assumptions.

We're assuming that I've done one two and three. Okay, and it's okay I've asked him if it's a volunteer. He actually did come up. He wasn't chosen, right Michelle Thank you for coming up even being chosen Okay, but he's coming up and there's some cooperation just by the fact that he stepped up here Right, but now if I get to the point where I'm like, okay, I know he wants freedom So I'm gonna even verified me go. So what you want?

What you want is freedom. Is that right? Yeah, absolutely did that look did that look like he wanted it yeah, like yeah, absolutely he wants freedom, okay well, I have this program and You know it Like it probably gives you freedom Think you're interested Okay Not interesting now that was really extreme. Okay, I'm just gonna roleplay right so I want to connect him to it First I want to connect him to his wife. So you want freedom.

Is that right? Okay. Well, yeah, I can probably get you freedom Okay. Okay. Are you convinced?

No. No, why not? I'm not very convincing right now in the moment that you actually tell him what the next step to do is you need to mean it and That means that your body language needs to mean it and that means you need to communicate it Confidently, so let's just real quick run over And are you okay standing or do you need to sit down? You're fine for a minute. Okay, just keep your weight shifted on there Okay, I'm gonna show you some things.

So we need a like a zoomed out Which camera is the zoom out one? Is it that one right there? Okay, so just go ahead and look at my body language here for a minute You need to probably see at least down to my hips So what I want you to do is if we were standing and having this conversation Let's go through strong and weak some strong and weak body posture Okay, just gauge it is this strong or weak, okay Now we're not saying this is right or wrong. We're saying does it look strong or weak? Right?

Does it look strong or weak? Okay, who says strong raise your hand who says weak? Okay, it still looks kind of weak right for some people Okay, strong. I'm exaggerating a little bit but stronger weak Okay, stronger weak. That's weird, right?

so typically speaking a nice strong body posture if I'm standing is going to be feet roughly at your hip distance and My hips gonna be just a little tucked my shoulders are back Okay, you don't have to look weird about it or anything like that. Like this is strong This is strong body posture you want to buy you're right. Okay, that's not gonna do anything for you Okay by my program you can be weird like me right, you know, okay Yeah, you're dancing on the chairs and stuff right but typically speaking you want a nice and balanced Body posture. Okay. Now, let's just look at some gestures.

Okay, and we're not saying these are right or wrong Because some clients that there's a there's a belief that I hold I didn't learn this is something I learned through my coaching experience It says the meaning of your communication is the response that you get So if you're getting a response that isn't quite right, then you change your response, right? You change what you change your action to get a new response. So if I'm looking at him, okay, I Go, let me tell you what to do next. Okay. Now this may be strong or maybe weak, but tell me is it useful or unuseful?

How does it feel a little too forceful? Okay, so we're gonna Grab you a microphone here. Okay, so it's a little put it up high look too forceful feels a little too forceful, right, right Okay, so I don't feel like there's a connection. Yeah, you don't feel like there's a connection. It's that looking down on me Okay, it's almost like a looking down.

Yeah, this is called a blaming posture sometimes Right doesn't it kind of look like I'm blaming him, right or it's like an accusation You'll see people do this when they get angry if I'm like leaning forward Like what if I lean forward like this is like too strong you let me tell you what you got you want freedom Let me tell you what you got to do if you want freedom. Yeah Right, that's not that's changing the posture that's changing the posture of what we're doing. So this is too strong I apologize about that by the way. Okay, so this is probably too strong. Okay What about doing something like this listen, here's what you got to do next Okay, you'll do you like that or do you dislike it?

No cheese ball. Okay feels a little cheese ball Okay. Now what if I mean not maybe not doing that as much but I'm just like listen, here's what you do first Here's you do second. Here's what you third. Do you like that?

I could probably connect with that for a little bit, right if I did it excessively if I was like doing too much broccoli chopping Yeah, like at some point you would go like dude a little bit because you're cutting right to it Like dude a little bit because you're cutting right to it like let me cut to the chase exactly a little bit's probably okay But if I do too much, no, would you like it? No, probably not. So you got to watch things like this, right? So when you poke somebody They don't like it Even if you don't connect even if I'm like way back and I'm poking try this out as an audience I start poking at you How do you feel about that? Just I mean just think it's like unpleasant, right?

So when you come to the point where you're telling someone what to do you want to mind that what your body posture is doing What about a nice now no right or wrong. Remember, this is not about right or wrong This is about his response I'd like to bring up a woman here in a minute, too So we can test this as well and you can test that you can just test against your clients reactions What about a nice open gesture? Let me tell you what's next Do you like it? It feels great feels good. Yeah, doesn't it?

Right? What about no gesture saying let me tell you what's next You'll probably lose me. You think so? Yeah, okay So for he likes it a little better a little bit better when I gesture at it. Does that always have to happen?

No, no, but it may right Okay, and so you want to pay attention that what about prox, you know proximity if I'm really distant, okay Let's just do this scooch back as far as can be mindful your leg. Okay, let me tell you what's next just notice how it feels right? Okay, I'm gonna step forward a little bit Let me tell you what's next right? Which one do you prefer closer? So he prefers closer rather than far away if I get too far, what does it feel like?

What's what's your head disconnect? It feels like a disconnect now. I apologize. Do you forgive me ahead of time ahead of time? Don't get to okay I'm gonna get I'm gonna get in his bubble just because I want to watch I want you to see what happens, right?

So I apologize You like this Negative neither. Okay, so we're gonna step back. Yeah, so general rules of thumb And please for the love of what's holy. Okay, if you stand too close to people You're shutting them down here in the u.s Especially you're shutting them down, right? And this can be threatening especially if it's like a guy getting too close to a man when he's not invited in that space That's bad.

Okay, don't do that. You'll really shut people down. You got a definitely very uncomfortable So we're talking about body posture why because when you get to the next step you want to be confident not if you're on the phone none of this matters But if you're live and a lot of us are gonna be in live situations this stuff matters a lot It's the stuff that kills a deal even though the person likes you and Has a why and wants what you have there you're killing it because you're too close. You're too far away You're sending off mixed messages you're blaming you look angry or whatever it happens to be. So What I say is nice open body posture.

You usually works well hands up or hands down now We can try hands down and this may be different for him than it is for somebody else But let me tell you what to do next Do you like that? Do you not like that? Absolutely like it. So he likes it, right? So this is okay This is okay.

Do you have a preference between hand up and hand down? It's about the same about the same about the same. Yeah, so for him doesn't matter right for somebody else It might matter you might notice how they respond if you're doing a gesture like this almost looks like a push away. Now. They got to be careful.

This is a push away gesture, right? Okay, right Let me tell you why you'd want to be part of my coaching program. What are you doing? Does that look weird? Yeah.

Yeah, let me tell you why you'd want to do this coaching program You like that? No. No, why not? Because you're it's like you're dismissing you like you're kind of looking down. Let me tell you why you'd want to move on with me No, it's condescending.

It's like condescending now people do this because what's happening is subconsciously. They're not comfortable with the person They're pushing them away. So you see anybody seen flicking behavior before? Yeah, that's usually what's going on It's like they're saying I don't feel good enough or I don't want you, right? At least that's the communication that you're sending to people I'm not saying that's what it always means, but that's what it looks like, right, right?

So When we get down to inviting somebody we want to be careful I would recommend a hands-down gesture, but more often Hands-open gesture, right? Here's why I want to help you. Let's just try this out. Here's why I want to help you How's that feel? That's like you're inviting me into your world because you actually are genuinely concerned.

Yeah with my well-being Here's why I want to help you. No, you're pushing me away. I'm pretty much like right so you want to watch What is my body language doing it's not about right or wrong it's not about what I actually mean It's about what is the message that I'm sending out to my client when it comes time to direct them. Okay with the voice right Here's what we do next Okay, there's three kinds of tonality There's a tonality and I want you to listen to it. Here's what we do next Okay, voice goes and raises up at the end almost like a question.

Here's what we do next Here's what we do next Okay, one raises one levels one drops. Let's just try it out and see what happens. There's not right or wrong There's what's the response that we get? Okay, so I'd really like to help you move forward Yeah, you like it you not really no, he might still respond if we had good enough rapport and good framing and stuff, but it's like whoop. What's that?

Okay I'd like to show you what to do next Yeah, that's direct. I can totally relate with it and I feel like there's good rapport feel like there's good report Yeah, let me tell you what to do next Mmm, the middle one was better. He likes the middle one. He likes a nice level or tone So one is called a level tone one's called the command tone when you drop your tone at the end It's like you're almost commanding that can be too strong for some people. So a Couple other things about body language when you're finally telling people what to do in the next step I recommend you say this is the next step.

The next step is just to sign up for the program Okay When you when you make your statement what you're gonna want to do is you're going to want to hold whatever your body posture is Your strong body posture and you're gonna want to hold that for How long Until they respond Yeah, they're sizing you up going is he serious? And if you just hold and you're calm They'll go. Hmm. He's serious. If you like get all wigged out and you're like right or do something, you know or start fidgeting or Swallow a bunch or cover your neck They're gonna be like, oh, he's not serious or he doesn't really think he can deliver or she doesn't really think she can deliver So if I say John, so you've told me you want freedom Is that right?

I do and I want to help you get freedom and that's really what my coaching program is all about It's helping entrepreneurs Develop the freedom of their mind and their heart John, let me tell you what to do. Next. What you want to do is you want to take the next step and Do a first session Are you ready to do that? I am Okay That's it's just that easy and you want to maintain nice clean open body posture and you want to now Let's say that he gives me a little eyeball first. Okay, I want you to do this like uncomfortably long So like 10 seconds, okay.

See there's a timer up there. Okay. I want you to wait like 10 full seconds Okay before you before you say so I'm gonna just invite you and I want you just to size me up for what you think Is about 10 seconds and then we're gonna pause. Okay, and I want you to say yeah I'll do it and my job is just to hold comfortable and relaxed and to hold the same body posture that I gave him So you'd basically when you invite as long as you've got good body posture, you just kind of freeze in a relaxed sort of way Okay, you're gonna refreeze for relaxed sort of way until he says yes or no What if he freezes for 15 minutes, well, I've heard of things like that happening. It's never happened to me.

Okay. Okay, so John Okay, what you want is you want freedom. Is that right? I want freedom you want freedom Okay, this is really important for you. Extremely important for you.

Are you ready to take the next step? Yes, I'm ready. Okay, I'm ready to help you. Good. Where do I sign up?

Okay, that's it is looking Serious and relaxed. You don't want to look serious intense like are you ready? Okay, so I want you to take a deep breath in and then I want you to take a deep breath out And then I want you to take a deep breath in and then I want you to take a deep breath out Okay, that's probably not going to go over that well. So just nice and relaxed, nice and open body posture and then you just breathe calmly. I recommend you maintain eye contact unless they break eye contact.

When they break eye contact you can look away for a second and then look back. And you're just going to hold on to that. Hold on to that and notice what happens. Super interesting. But people, what they're doing is for a fraction of a second, especially if the price point's high, they are measuring you up.

Does this guy know what he's talking about or doesn't he? Does this woman know what she's talking about or doesn't she? And if you start doing any kind of fidgeting, any kind of wobbling, if you show any kind of weak body posture, there's a good chance that in that moment they're going to say, nope. So here we are. Who learned something?

Raise your hand if you learned something. Okay, awesome stuff. Okay, let's give them a huge round of applause.