USL EL aa ad) Anthony Robbins STERINGLNELUENCE MORK BOOK eet an el Ulery (tsMASTERING INELUENCE” PER REE RRR MASTER THE POWER OF INFLUENCE TODAY! Dear Friend, Welcome to Masiering Influence: A 10-Day System for Strengthening Your Emotional Impact and Increasing Your Sates, and congratulations on your decision to step up and take your life to the next level. First, I want to express how much | respect you fer your commitment to improying yourself. There are plenty of people who talk about improving themselves, but few people actually do and I commend you for taking action. For the better part of three decades, I've had the privilege of . And meeting with a high-powered working with more than 50 million people from 80 countrie what I’ve learned—whether it w. Fortune 500 CEQ, superstar, or working mom—is one fundamental truth: Our abilicy to influence is the greatest power we can have. Influence affects everything about us. It really comes down to our emotional connection with ourselves and others and thereby affects our career, our finances, how we raise our children, and even how we treat our bodies. Those who master the art of influence have the ability to moye people emotionally and tremendously impact what they do. The person who influences is also a person who contributes beyond him/herself and becomes a true leader. This 10-day system is designed to help you become a master influencer in all areas of your life. Mastering Influence is about learning timeless strategies for increasing your sales. At its core, however, this program is designed to help you increase the quality of your life, discover new distinctions, and implement innovative ways to create more possibilities. To guide you through this program, I have the distinct privilege of introducing you to Joseph McClendon II], 2 renowned coaching and sales expert. Joseph has conducted training for countless Fortune 500 companies around the world. He has taught human re-engineering, leadership, advanced communication, and human WELCOME | 1influence course-work at the University of California. He's also one of my dearest friends, and I’m grateful that he’s sharing his expertise with you. So let’s begin! It’s certainly up to you to decide how you want to approach this program, but if you are truly looking to maximize your results, [ recommend these three tips: 1, Play full out! When asked a question, respond out loud along with the studio audience and respond honestly. 2. Use the workbook to review key concepts, and complete your assignments right away! Also, record any additional thoughts or feelings about what you've learned and how you might use it, 3. Carry your Power Tools flashcards with you. Use them right before sales calls, meetings with your boss, and important interactions (with your children, for example). Remember, every situation you encounter is affected by yout ability to influence, { hope you enjoy this program and thank you for allowing me to share it with you as you create new possibilities for yourself and those around you. Remember that everything you already have accomplished—and everything you strive to achieve—comes from your ability to master this power of extraordinary influence. Live with Passion! Anthony Robbins PS. Remember to sign onto tonyrobbins.com/masteringinfluence Jor FREE bonus tools and technologies that will keep this program dynamic in your life. Lam committed to helping you build your skills as a leader in all your personal and business endeavors! 2 WELCOMEMASTERY UNIVERSITY DISCOVER A LIFE OF LASTING SUCCESS AND TRUE FULFILLMENT WHAT IS MASTERY UNIVERSITY? Mastery University is Anthony Robbins’ most accelerated program for transforming your life. You will learn how to take better command of your emotions, physical health, relationships, finances, time, and your business through a 15-day program, divided into a series of three distinct sessions: Date with Destiny, Life Mastery and Wealth Mastery. Also included in Mastery is a series of live and on-line coaching sessions designed to speed up the progress toward your ultimate goals through accountability while reinforcing the tools you acquire throughout the Mastery series. Each session of Mastery University is held at a world-class resort and presented either personally by Anthony Robbins, or by the coaches, mentors and master teachers chosen by Tony to present unique and engaging material in their areas of expertise. “Since started attending Mastery University, my sales volume has gone from $5 million to $25 million in fess than three years. The business success is exceptional—but the spiritual growth, the emotional growth, the relationship growth, and the physical growth far surpasses the financial aspect.” — RICH WAGAR Aspen’s #1 Real Estate Broker Aspen, Colorado WHO ATTENDS? Mastery University is designed for those rare individuals who have attained excellence in their lives, yet still seek the challenge of further enrichment and lasting fulfillment. Aithough each session is limited in size, Mastery University is open to anyone who is committed to completely revolutionizing their lives. From individuals, couples, families, and business partners, to parents, students, business owners and high-level executive's, Mastery University will help massively accelerate your path toward an enrichment you may have only dreamed about in the past.eee eee ee ee ee ee | MASTERY COACHING BONUS PERSONALIZED ONE-ON-ONE AND GROUP COACHING SESSIONS Some of Anthony Robbins’ personal clients have paid more than $1 million for his coaching services. Now, you can benefit from that same coaching system as a part of your Mastery University experience. Just as a personal fitness trainer can help you accelerate the results in your physical body, the Anthony Rebbins Coaching Team will challenge and support you in a similar way, while they focus on ensuring that you attain the results you desire—and deserve—in every area of your life. VIP ONE-ON-ONE COACHING Your personal coach is a highly skilled professional who is trained in the Anthony Robbins Coaching system, using the same tools and strategies that Tony uses with his personal clients. You will get a taste of this one-on-one coaching during your complimentary three months of VIP coaching sessions. This intensive experience is designed to meet your individual needs, establish your specific goals. and apply proven action plans to ensure that you achieve results. GROUP ON-LINE COACHING Group on-line coaching includes one on-line session every other month for a year. Presented by world-class mentors, sessions are broadcast live over the Internet and are archived for up to three months. WHAT TO EXPECT In the following pages, learn more about specific Mastery events and how you can create lasting momentum and move beyond the science of achievement into the art of fulfillment. Due co the limited course offerings each year and the intimate class sizes permitted, our programs will sell out, HOW TO ENROLL x Call 800.898.8669 for enrollment infromation. RISK-FREE GUARANTEE If,after participating in the first half of any session of Mastery University, you decide the event is not for you, simply notify, in writing, a designated RRI official at the program and turn in your notebook and course materials. We will fully refund your tuition for that session.ROBBINS DATE WITH DESTINY THE ULTIMATE JOURNEY FOR THOSE WHO DEMAND THE MOST OUT OF LIFE TRANSFORM THE FOUNDATIONS OF YOUR EVERYDAY EXPERIENCE We live in a time of unparalleled opportunity and endless possibility—and you still may be searching for that quality of life, where anything and everything is within reach. Date with Destiny will help you define your ultimate purpose and massively accelerate the pace toward achieving your dreams. This 5 1/2-day event is held only twice a year worldwide and will provide you face-to-face access to Anthony Robbins in a supercharged atmosphere, surrounded by peers who also are striving for more in life At Date with Destiny, learn the forces behind how you think, every emotion you experience, and every action you take. Develop a step-by-step process for aligning your beliefs, values, and experiences in a way that pulls you in the direction of your ultimate vision. You also will learn about what controls all relationships, how to bond at an even deeper level, and how to either create a passionate relationship, or to reignite the fire in the one you already have. WHAT TO EXPECT AT DATE WITH DESTINY Day ONE: PREPARE FOR MASSIVE CHANGE Day Two: EVALUATE YOUR CURRENT APPROACH Day THREE: NAVIGATE TOWARD NEW HORIZON Day Four: EMBRACE YOUR TRANSFORMATION Day Five: EMBODY YOUR TRUE DESTINY Day Six: REVOLUTIONIZE YOUR RELATIONSHIPSIMAGINE LIVING EVERY DAY WITH ABSOLUTE CLARITY... when everything you think, say, believe, feel, want, and do is directed toward one powerful end. Imagine feeling thac you are the master of your experience and that you are completely in control of your life. Date with Destiny is where it becomes reality, Your emotions drive your decisions and, ultimately, determine your actions. You'll learn exactly what is driving every decision you make and how to control your emotions and, thus, the quality of your life. You can learn to master the ability to move from disempowering emotional states to new, conditioned patterns that will positively support you and those you care about most throughout your lifetime. A “A month afier Date with Destiny, | wrote Sleepless in Seattle | and sold it for a quarter of ¢ million dollars. Since then, I've sold or been assigned seven more screenplays, at escalating amounts of money, for major studios and the top directors in the business.” — JEFF ARCH, Screenwriter and Oscar nominee, Sleepless in Seattle REDISCOVER YOUR BELIEFS AND VALUES + Learn to identify your beliefs and understand how they shape your decisions ‘on every level. + Discover the Power Virtues: courage, determination, faith, and compassion. Incorporate them into your life so that you can shed your old conditioning and develop a brighter, more purposeful future. * Master a transformational vocabulary that will provide you with the tools you need to set goals and stick with them. * Chart an inspiring life path that will add greater depth of meaning to everything you do. * Learn to stop sabotaging yourself and take effective action that will lead to your ultimate goals. YOUR DESTINY IS WAITING— TAKE ACTION Now! BECAUSE OF ANTHONY ROBBINS’ COMMITMENT TO PROVIDING EACH INDIVIDUAL WITH PERSONAL ATTENTION THEY DESERVE, ONLY A LIMITED NUMBER OF PARTICIPANTS WILL BE ACCEPTED FOR THIS PROGRAM.CALL 800.898.8669 FOR MORE INFORMATION. ON y RO 3B BREE RRR ERROR eeeROBBIN LIFE MASTERY JOIN THE MASTERS OF OUR TIME TO PERFECT THE LIFE OF YOUR DREAMS STRENGTHEN AND REJUVENATE Your MIND, BODY AND EMOTIONS You've accomplished more than many others would ever dream of. But in your heart, you know there’s still another level—an ultimate state of energy, physical well-being, personal satisfaction, intense emotion, joy and spiritual fulfillment. But how can you access this place? How can you reach this peak state, where the most influential leaders and achievers reside? Life Mastery will take you to the place where energy flows freely, lifelong relationships are rekindled and untamed spirits are free to soar: Life Mastery is about mastering the five elements of your life: physical health, emotional well-being, relationship fulfillment, financial abundance, and the command of time. The answers you may be seeking can be found at Life Mastery. WHAT TO EXPECT AT LIFE MASTERY Day ONE: DECOMPRESS AND LET THE JOURNEY BEGIN Day Two: INTEGRATE THE FOUNDATIONS OF EMOTIONAL FITNESS DAY THREE: LEARN TIE DIFFERENCE BETWEEN HEALTH AND FITNESS Day Four: CULTIVATE MAGICAL RELATIONSHIPS Day Five: TRANSFORM FINANCIAL PAIN INTO A PLAN FOR FREEDOM Day Six: SHAPE YOUR TOMORROW, TODAY ARARARARARAARA RAR RRA ARR HRA R AAR aaaMERE EGER EETT OTe older { started feeling my age catching up with me. [ was sucking wind halfway through games, which really made me miserable. | felt like @ piano player who was losing his hands. But Life Mastery changed all that. The experience in Fiji provided me with the tools to rejuvenate and re-energize my entire life—body and mind, I'm 38, but | feel fike 'm 18.Now I'm outskating the 20-year-old guys on the ice and have become one of the fastest skaters on my team. I’m seeing changes in myself—physically and mentally—that I’ve never seer before.” ‘i eS “l'm a yery active person and | love to play ice hockey, but as | got — ANDREW FINK, Mortgage Broker, Denver, Colorado Revitalize Your Mind The capacity to master our lives comes from studying great masters. In this unique and intimate environment, you'll have the opportunity to learn from several master teachers via video, including Tony Robbins, wellness expert Dr. Deepak Chopra, relationship expert Dr.John Gray, billionaire investor Sir John Templeton, human energy specialist Dr. Caroline Myss and Lance Armstrong's physical trainer, Chris Carmichael. Cleanse Your Body, Energize Your Spirit You'll undergo physical testing including live blood and body-fat analyses—to examine your level of wellness.You'll participate ina monitored cleanse designed by healch expertsand learn how to tap into the swell of natural energy that resides in each of us.Our graduates continually speak of their minds and bodies undergoing massive transformations that truly recharge the human spirit. This program will help you discover a renewed passion for your life, work and relationships. Life Mastery in Fiji lf you want the ultimate life-transforming experience, then you must go to Fiji for your Life Mastery. It's a chance to absorb one of the most beautiful places on earth while you revitalize and renew your very soul at Namale Spa and Sanctuary. Only then will you know why Tony comes to Namale to recharge and why he feels most at home at his private retreat in the Fiji Islands. YOUR TRANSFORMATION IS WAITING — TAKE ACTION Now! Lire MASTERY Is ABOUT MASTERING THE FIVE ELEMENTS OF YOUR LIFE: PHYSICAL HEALTH, EMOTIONAL WELL-BEING, RELATIONSHIP FULFILLMENT, FINANCIAL ABUNDANCE, AND THE COMMAND OF TIME. IMMERSE YOURSELF IN THE EXTRAORDINARY SURROUNDINGS OF NAMALE, TONY'S FIJJAN HIDEAWAY THAT HE PERSONALLY DESIGNED TO TRANSFORM HIMSELF AND YOU. Catt 800.898.8669 FOR MORE INFORMATION.@ ANTHONY ROBBIN WEALTH MASTERY ESSENTIAL STRATEGIES FOR FINANCIAL FREEDOM /ENTS You are taking command of your financial future. That’s what achievers do. You work hard to accumulate and protect what you have to provide security and comfort for your loved ones. For that, we congratulate you! Now it's time to build on that success by creating a master plan to help you achieve a financial comfort zone that you may have never thought possible. Whether your net worth is $100 million or $100, this powerful 4-day program will provide you with tools to build, protect, and grow your wealth in any economic condition. WHAT TO EXPECT AT WEALTH MASTERY Day ONE: MASTERING YOUR FINANCIAL FUTURE © INTELLIGENTLY AND POWERFULLY ALLOCATE YOUR ASSETS ACCORDING TO YOUR INDIVIDUAL NEEDS. * TRANSFORM SEVEN COMMON BARRIERS TO FINANCIAL FREEDOM INTO SEVEN “PILLARS OF POWER.” Day Two: ACCELERATING AND PROTECTING Your FINANCIAL FREEDOM © USE BEAR MARKETS TO YOUR ADVANTAGE. * OWN STOCKS FOR ONLY A FEW DAYS AND CREATE RETURNS. Day THREE: SUSTAINING MAXIMUM WEALTH * PRODUCE IMMEDIATE CASH FLOW BY DISCOVERING AND. ELIMINATING HIDDEN COSTS. * CREATE A DEBT AND SPENDING PLAN THAT WILL HELP YOU STAY OUT OF DEBT FOREVER. Day Four: GLOBAL VISION AND ALTERNATIVE STRATEGIES © INTERPRET GLOBAL FINANCIAL FORECASTS, LEARN ABOUT THE ELLIOTT Wave THEORY OF ECONOMIC FORECASTING AND HOW TO PREDICT MARKET, REAL ESTATE, COLLECTIBLES, AND METALS TRENDS. * INVEST LIKE A REAL ESTATE PRO.WEALTH MASTERY WILL TEACH YOU THE TOOLS YOU NEED to move beyond broad theory and implement these strategies in your own life. You'll discover multiple ways to effectively manage your money, find hidden sources of financial strength you may not even know you have, and learn the tools that will help protect your overall portfolio and other assets. “Before Anthony Robbins Wealth Mastery, ! borely knew the difference between a stock and a bond. | was afraid the program would be too complex, but it turned out to be clear and more fun than | ever imagined! It feels great to get results!” — MARY THROWER, Integrity Mortgage, Baton Rouge, Louisiana Continuing Education As a Wealth Mastery graduate, you'll enjoy access to powerful financial tools on-line. You will also have access to the customized financial plan you created during the program, so you can continually measure, monitor, and manage your money on your journey to financial freedom. Constant Coaching As a participant in the Wealth Mastery program, you'll have the opportunity to select an Anthony Robbins Coach, who will work with you to help you stay on track and implement the customized financial plan you designed. ATTAIN WEALTH, SUSTAIN RESULTS WEALTH MASTERY WILL HELP MOVE YOU BEYOND BROAD THEORY. YOU'LL DISCOVER MULTIPLE WAYS TO MAKE AND SAVE MONEY WHILE DEVELOPING STRATEGIES TO PROTECT YOUR PORTFOLIO. IF YOU DON'T GET IN THE GAME, YOU'VE ALREADY LOST. LET WEALTH MASTERY PROVIDE YOU WITH THE TOOLS AND TECHNOLOGIES TO PRODUCE REAL AND SUSTAINABLE RESULTS. CALL 800.898.8669 FOR MORE INFORMATION. The Information In this seminar Is for educational purposes. Wealth Mastery Seminars, The Amhony Robbins Companies, Anthony Robbins, his employees or speakers are nat stockbrokers, broker dealers, or registered stment ackisers We do not recommend particular stacks, bonds, aplions. ar any security of any kind. f particular stocks are mentioned, they are mentioned only for illustrative and educational purposes. The inferrnation conveyed by Anthony Robbins and other presenters of Wealth Mastery is intended to provide you with basic financial instruction regarding your personal investing and financial welfare, itis recommenced that you seek a professional icensed broker prior Lo implementing any investment program or any financial plan, Wealth Mastery Seminars, Anthony Robbins, and any other presenters of Wealth Mastery do not guarante: returns based on the information you receive. Past performance is no indication or guarantee of anticipated future results. Options trading is extremely risky and not appropriate for all investors. For more details, you are advised to read the booki rracteristics and Risks of Starclarcized Options from the Chicago Board Options Exchange, to be distributed at the seminar, Results are not guaranteed. Individual results will vary Through our commitment to constant and never ending improvement. speakers, content, and syntax are subject to change. any results or investment Death cme Sane) Dae Cc OMLEADERSHIP MASTERY & WHERE IMPECCABLE LEADERS ARE BORN Great leaders go beyond what is expected, beyond conventional, and beyond creative. But, beyond that, they have the courage to take the first step and the capacity to influence thoughts, feelings, and behaviors in others for the greater good. E Leadership Mastery provides an exclusive opportunity to learn the strategies to lead yourself and others to extraordinary levels. DISCOVER THE STRATEGIES BEHIND WHAT MOTIVATED ACCENTURE TO SELECT TONY ROBBINS AS ONE OF THE “Tor 50 BUSINESS INTELLECTUALS IN THE WORLD.” “Any great achievement requires leadership, and the skills I've gained at Leadership Mastery have been absolutely invaluable, whether Ym creating rapport with o child, connecting with my husband, training a sales team, negotiating a contract, leading a corps of volunteers, or governing a board meeting. f recommend it highly to anyone committed to making a difference.” ~ Debbie Battersby Post National President of Women's Council of Realtors, Chicago, llinois PART I: LEADERSHIP ACADEMY Asa Leadership Academy participant, you will gain rare insight into the leadership qualities that Tony has used to help empower millions of people improve their lives. To help you gain more confidence with your leadership capabilities and begin effective implementation in your life, this program is designed to be very hands-on. Small teams are created, allowing for constant interaction, personal coaching, specific drills and immediate feedback from trainers and peers while providing certainty that the skills you are learning can be applied to any situation. You will be immersed for five days in an environment of extraordinary standards. You Ms will massively expand your identity, not simply in the eyes of those near you, but in your heart and soul. Program Benefits Day I: Vision of a Leader: Internally and Externally Day 2; Communicating that Vision Powerfully Day 3: Developing a World-Class Team Day 4: Spirit of Leadership Day 5: Integration and Closing Who Should Attend This program is for those who aspire to become an outstanding leader and are committed ez to demanding only the best from yourself in order to invoke positive change in others. This program is offered only once per year and enrollment is extremely limited.Act now! CALLYOUR PERSONAL ACCOUNT REPRESENTATIVE: 800.898.8669 .HONY ROBBINS COACHING MN > anthony robbins coaching VISION ACTION RESULTS Partnership for Your Extraordinary Future For nearly three decades, Tony Robbins has been a leader called on by leaders to counsel and lead them to even higher levels of achievement. Tony's understanding and implementation of the patterns that create success have ensured measurable, lasting results for U.S. presidents, CEOs, professional “Since enrolling in Anthony Robbins athletes—and now, you! Coaching, my business went from grossing The Anthony Robbins Coaching program $8,000 per month to $20,000 ane it’s still pairs you with a personal coach, trained growing. Coaching gave me the power in all of the tools, techniques, and to see it, plan it, follow the plan, and do methodologies that Tony has developedand that have created radical transformations it. This coaching system works. in the businesses, relationships, and —Helana Cauliffe lives of thousands of people around the ‘Owner, American Dragon Martial Arts Academy world. The specially trained coaches and Coral Springs, Florida revolutionary programs ensure that the life you've always dreamed of iiving—with no barriers, no boundaries—becomes the ife you live now. Flexibility is the key. Because the coaches are trained in a variety of areas and have the entire arsenal of tools and technologies that Tony has created at their disposal, they have resources that enable you to traverse the full spectrum of what you want to accomplish. The Ultimate Resource Anthony Robbins Coaches are an exclusive group—there are less than 75 of them in the entire world—and they have logged more than 260 hours of intense training in Robbins’ methodologies and technologies. In addition, they have all achieved extraordinary results in their own lives. Coaching utilizes proven tools and technologies, including the Rapid Planning Method, a proprietary system of thinking and planning that focuses on getting the results you want in the most efficient and effective way possible. It focuses you on having a clear vision (outcome), 2 compelling reason why {purpose}, and a clear plan (massive action plan) for how to achieve all you desire. Coaches also focus on the psychology of success—the impact of beliefs, focus, language, and physiolagy on creating lasting achievement. They teach you haw to Unlock the triggers in your psyche and to unleash your true potential €) coachin It's time to take the quantum leap to the next level. Your personal coach is waiting. Take action now! If you have any questions and would like to speak with an Anthony Robbins Coaching consultant, call 888.834.9096. TONYRPART Il: DATE WITH DESTINY LEADERSHIP Your Leadership Mastery training continues at Date with Destiny, where your skill sers will take on an entirely new dimension. You will learn Tony's most advanced skills and practice face-to-face with senior trainers in order to prepare you for the next step. You and a trainer will work together to guide your team members through the powerful Date with Destiny experience. Program Benefits 2 1/2 days of advanced leadership training immediately before Date with Destiny 5 1/2 days of Date with Destiny, leading and working with teams Who Should Attend Leaders who want to build more impactful relationships at home or in business. This program also will benefit those looking to expand their abilities while working with a team. PART fif: WEALTH MASTERY LEADERSHIP As someone seeking to empower others, you understand that true wealth is gained through selfless acts of contribution. At Wealth Mastery Leadership, you'll have the opportunity to work directly with one of Tony's top trainers and meet with Wealth Mastery speakers in an exclusive Q&A session during the event. Program Benefits 1/2 day of advanced financial leadership training immediately before Wealth Mastery 4 days of Wealth Mastery, leading and working with teams Exclusive Q&A session with selected Wealth Mastery speakers Who Should Attend Leaders who want to increase productivity, lift morale and improve quality in their business while creating successful people along the way. THREE POWERFUL STRIDES TOWARD AN IMPECCABLE LIFE Leadership Mastery is an environment of extraordinary standards. It’s an exclusive opportunity to continue your journey of discovery while learning how to connect, contribute and grow as an empowered leader in your business, your family and your community. Enroliment for all Leadership Mastery programs is extremely limited and always sell out Don't be left behind.Act now! AS A TRUE ACHIEVER, YOU ARE COMMITTED TO BRINGING LIFE TO THE NEXT LEVEL, ‘TO STEPPING UP AND REACHING HEIGHTS YOU MAY HAVE NEVER BEFORE IMAGINED POSSIBLE, AND, LIKE MOST ACHIEVERS, YOU MAY BE ASKING YOURSELF, WHAT IS THE NEXT STEP? THIS |S IT! CONTACT YOUR PERSONAL ACCOUNT REPRESENTATIVE AT 800.898.8669 (INTERNATIONALLY: 00 1.858.535.9900). Cc OMPRODUCT TAKE THE EXTRAORDINARY POWER OF ANTHONY ROBBINS’ TECHNOLOGIES WITH YOU WHEREVER YOU Go! THE ULTIMATE RELATIONSHIP PROGRAM LEARN 6 ESSENTIAL RELATIONSHIP SKILLS This 6-part program guides you through 6 essential relationship skills: understanding, giving, trust, intimacy, honesty and alignment, and includes the following: + (6) Full-length DVD films * 100 Daily Discipline Cards + (6) Audio CD programs + $200 in discount certificates +A (80-page Action Book +A free online Personal Profile worth $250.00 GET THE EDGE’ A 7-Day ProcraM To TRANSFORM YOUR EMOTIONS, RELATIONSHIPS, HEALTH, FINANCES... AND YOUR LIFE In this powerful 7-day program, Anthony Robbins provides you with cutting-edge tools that can help revolutionize every area of your life forever. Tony will personally coach and passionately entertain you as you begin to implement the proven strategies and tools for achieving the results you want and deserve—far faster than you may ever have imagined possible! Includes: 9 Audiotapes or 10 CDs, I VHS videotape (an introduction 10 Ger THE EbG2), @ GET The EDGE Personal Journal, an online Personal Profile, and a $100 discount certificate toward any multi-doy Anthony Robbins live event or any ongoing personal or professionat Anthony Robbins Coaching program. PERSONAL Power II” THe #1 PERSONAL AND PROFESSIONAL IMPROVEMENT SYSTEM OF ALL TIME What has made PERSONAL POWER the #1 personaland professional improvement tystem of all time, with more than 35 million capes sold worldwide? The answer is results. If you're serious about truly making a change, and want to enjoy the process, this program is an absolute “must.” Inckides: 24 Audiotapes or 25 CDs, a VMS videotape on Life Management Systems, a custom Success journal, and a $190 coupon toward any multi-day Anthony Robbins live event. THE RPM Lire MANAGEMENT SYSTEM” THE Fastest Way To RESULTS Management is not just about geccing things done, it’s about getting the right things done. With Anthony Robbins’ revolutionary RPM (Rapid Planning Method) Life Planner, you will experience outstanding achievement and significant fulfilment with a proven system that is simpla, effective, and fun. With this results focused planner, you will create more time for what is most important to yout IOS Pas aromTHE Bopy You DESERVE’ A STEP-BY-STEP PROGRAM FOR ACHIEVING YouR WEIGHT AND MAINTAINING IT FOR THE REST OF YOUR LIFE If you are committed to creating a naturally healthy weight and fit body once and for all, The Body You Deserve may be just what you have looking for! Anthony Robbins will show you how to apply his breakthrough | Neuro-Associative Conditionings, technology for permanent and pleasurable weight management! Includes: 10 CDs, I VHS videotape, a custom workbook, and an activity package. PowerTALk! I & Il ANTHONY ROBBINS’ PERSONAL RESULTS LIBRARY Anthony Robbins has devoted his life to extracting profound knowledge and making it practical so that you can immediately apply it to. enhance the quality of your life. Join Tony as he unveils these principles through interviews with such brilliant achievers as Dr. Stephen Covey, author of The 7 Habits of Highly Effective People; Dr. Deepak Chopra, author of Ageless Body, Timeless Mind; and many others. Each library includes: 13 volumes containing © book summary in each volume. LIVING HEALTH’ 10 Steps To CREATING THE HEALTH, VITALITY, AND ENERGY You DEsRVE ‘What good is having powerful goals if you don't have the energy co carry them cut? Anthony Robbins’ Living Health system will teach you how to adopt a set of simple, enjoyable, and powerful principles to create a physically vibrant life with energy that you may have never thought possible! Includes: 8 Aucfotapes or ? CDs, a custom workbook, and summary cards. THE TIME OF YOUR LIFE™ 10 Days TO CHANGE YOUR LIFE Anthony Robbins’ personally coaches you with the RPM (Rapid Planning Method) skills that will help massively increase your efficiency and productivity, while enjoying a sense of balance and fulfilment in your life. Take control once and for all Includes: 10 Audiotapes or 16 CDs, a custom work- book, summary cards, RPM sample forms, and Time Plus", a personalized onvtine time assessment tool. ANTHONY ROBBINS PERSONAL TRANSFORMATION FILMS Experience the legendary “transformation sessions” that take place when Anthony Robbins invites an individual participant on stage at a live event to resolve their most significant challenges. Here you will find breakthrough strategies and solutions for overcoming problems that confront us all. ‘These raw, live Robbins interventions feature play-by-play analysis by Cloé Madanes,a world-renowned systemic thinker and teacher of psychotherapy. Madanes is the author of five books, including The Secret Meaning of Maney and Behind the One-Way Mirror,a Fellow of the American Association of Marriage and Family Therapy,and the Director of the Robbins-Madanes Cenver for Strategic Intervention. Over six films now available in this growing library. Calf for new titles! CALL OUR PRODUCT SPECIALISTS: 800.519.3510 oe an.@ ANTHONY RO UNDATION A GIFT OF POSSIBILITY: AN INVITATION TO CONTRIBUTE A strong impulse to give to others is a natural consequence of the development of personal power. What began 25 years ago as Tony's individual effort to feed two homeless families has grown into the nonprofit Anthony Robbins Foundation, bringing together the disempowered with the empowered, creating a yolunteer force that represents the exponential power of contribution. Because of the generous donations of our graduates, we currently have programs changing lives in 2,046 schools, 758 prisons and 100,700 health and human service organizations. Every year during the Thanksgiving season in the U.S—and during the holiday season in nine other countries—the Foundation’s volunteers bring hope and food to chose who need it most. Foundation members become "Basket Brigaders:” donating a small amount of their time to make a big difference in the lives of very special people. In the last few years alone, they have assembled and personally delivered baskets full of holiday foods and other needed items to more than | million people in more than 500 cities. Tony personally supervises a “Youth Leadership Academy” each year, which helps more than 600 students and teachers design and initiate programs to bring home to their local schools. INDIVIDUAL LIVES TOUCHED AND TRANSFORMED Den Chair, a Tony Robbins Trainer and a Drug and Alcohol Treatment Specialist at a federal penitentiary for 2 years, introduced Tony's technology—with the Foundation’s help—into the prison, More than 400 prisoners have completed Personal Power during the last 7 years at this one institution and hundreds more participate in similar programs in more than 50 prisons worldwide. Don wrote to the Foundation about one inmate who made a stunning transformation: “Rock” had done more than 10 years on a 30-year sentence when he came to our class. After completing PERSONAL FOWER, he said to me, "I'm freer now than | ever was on the outside.” Rock created a mentoring program within the prison and continues to recruit fellow inmates. “Regardless of stature, only those who have learned the power of sincere and selfless contribution experience life's deepest joy: frue fulfillment.” - Anthony Robbins THE ANTHONY ROBBINS FOUNDATION To leorn more at this event about how you can get involved with the Anthony Robbins Foundation, go to the Foundation Booth and a staff member will answer any questions you may have. You can also find out more by calling 8005540619 or 858.535.6295. Contact: foundation@ionyrobbins.com or wwyzrobbinsfoundation.org FOUNDATION.OR@ ANTHONY RosBiN A GIFT OF POSSIBILITY: AN INVITATION TO CONTRIBUTE A strong impulse to give to others is a natural consequence of the development of personal power. ‘What began 25 years ago as Tony's individual effort to feed two homeless families has grown into the nonprofit Anthony Robbins Foundation, bringing together the disemnpowered with the empowered, creating a volunteer force that represents the exponential power of contribution. Because of the generous donations of our graduates, we currently have programs changing lives in 2,046 schools, 758 prisons and 100,700 health and human service organizations. Every year during the Thanksgiving season in the U.S.—and during the holiday season in nine other countries—the Foundation's volunteers bring hope and food to those who need it most. Foundation members become "Basket Brigaders,” donating a small amount of their time to make a big difference in the lives of very special people. In the last few years alone, they have assembled and personally delivered baskets full of holiday foods and other needed ites to more than | million people in more than 500 cities. Tony personally supervises a “Youth Leadership Academy” each year, which helps more than 600 students and teachers design and initiate programs to bring home to their local schools. INDIVIDUAL LIVES TOUCHED AND TRANSFORMED Den Chaiir.a Tony Robbins Trainer and a Drug and Alcohol Treatment Specialist at a federal penitentiary for 2| years, introduced Tony's technology—-with the Foundation’s help—into the prison. Mare than 400 prisoners have completed Personal Power during the last 7 years at this one institution and hundreds more participate in similar programs in more than 50 prisons worldwide. Don wrote to the Foundation about one inmaze who made a stunning transformation: “Rock” had done more than i0 years on a 30-year sentence when he came to our class. After completing PERSONAL POWER, he said to me, "'m freer now than | ever was on the outside.” Rock created a mentoring program within the prison and continues to recruit fellow inmates. “Regardless of stature, only those who have learned the power of sincere and selfless contribution experience life's deepest joy: true fulfillment.” - Anthony Robbins THE FOUNDATION To learn more at this even! ebout how you can gel involved with the Anthony Robbins Foundation, go to the Foundation Booth and a staff member will answer any questions you may have. You can also find out more by calling 800.5540619 or 8585356295. Contact: foundation@tonyrobbins.com or wwwrobbinsfoundation org ROBBINS FOUNDATION.~.OR@ ANTHONY ROBBINS EVENTS UNLEASH THE ee CEOS eR cee Mes AT SANS Colt Tony Robbins invites you to a weekend of powerful immersion into the finest strategies, tools, and resources available for creating an extraordinary quality of life. You will achieve nat only your ultimate goals, but the profound fulfillment you desire and deserve. In four of the most empowering, educational, and entertaining days of your life, you will identify with absolute precision what it is you really want. You'll discover how to permanently break through barriers that are holding you back, and learn how to apply the specific tools and strategies for urning your dreams into reality. DAY 1 FEAR INTO POWER On this first unforgetable day, you will leam to tap into the awesome power within you that can change not only your approach to life but also your life itself. With Tony Robbins personally coaching you, you'll learn how to use unstoppable courage to overcome challenges and achieve results beyond your dreams. In the very first evening, Tony will teach you to: © Overcome barriers that stand in the way of your success. © Instantly place yourself in peak emotional, mental, and physical states. Condition yourself mentally, emotionally, and physically for consistent and overwhelming success in any or all areas of your life. DAYS 2&3 THE PSYCHOLOGY OF SUCCESS CONDITIONING TRANSFORM DREAMS INTO REALITY Why go on dreaming when you can turn your dreams into reality? In a lively, exciting forum, Tony will help you discover exactly what you want in every aspect of your life ~ from your body to your relationships to your career and finances. © Tap into deep human emotion and create greater emotional strength. * Create irresistible rapport in your personal and professional life. * Inspire those around you to consistently perform at peak levels. DAY 4 THE 12 MASTER PRINCIPLES OF A VITAL LIFE: THE POWER OF PURE ENERGY Your emotions are tied to your physical health. Make a commitment to step into your new life with energy and vitality, You'll see these results in days, not months: Dramatically increased energy and vibrance. » Sil iL weight loss. Reignited passion in your physical relationships. * A bolstered immune system and improved overall health. ees OS eS WWW.TONYROBBINS.COM OR 800.898.8669 SATISFACTION GUARANTE ‘workbook, name badge, ene ‘and imagine wea you can. u're not completely salistied bs te frst Hall of the UNLEASH THE POWER WITHIN wekerd, simpy tua in your als st he Customer Service rlesk We'l mal yo. full and complete rund, Yau have absolulaly netting to lose your life. But you rast Lake ation reyMASTERING INELUENCE™ TABLE OF CONTENTS DAY 1: Commitment: Your Greatest Power .......0-.20205 5 DAY 2: The Science of Persuasion: Why We Buy... DAY 3: ‘The Difference Between Success & Failure ......... 21 DAY 4: Engage! Three Steps to Quality Contact ..... 2.2... 7 DAY 5: Connecr & Create Interest 22.22.2000... 00 eee 37 DAY 6: Enroll! How to Qualify and Discover Your Client’s Buying Strategies ©... 00... e 0 eee ee 49 DAY 7: Create Conviction & Test Close .........-.2-4-. 59 DAY 8: Compel! Make It Real & Assume the Sale ......-... 73 DAY 9: Convert Objections into Commitments .... 6.6.6.4 81 DAY 10: Make It Easy & Create a Future 93 Take Tiles! 5 ee es soca ot saceen ow ei eas om epee ve seater « 99 © Robbins Research International, Inc. 2005 All rights reserved. Duplication without the express written consent of RRI is strictly prohibited TonyRobbins.com TABLE OF CONTENTS 3“INFLUENCE: THERE IS NO GREATER POWER TO MOVE PEOPLE TO ACTION; TO ACHIEVE EXTRAORDINARY RESULTS; TO CREATE JOY, HAPPINESS, AND FULFILLMENT; AND TO MAKE A POSITIVE DIFFERENCE IN THE QUALITY OF PEOPLE'S LIVES.” — ANTHONY ROBBINS — 4 DAY ONEMASTERING INFLUENCE” BHEHRHMHRHERERHRRRPe eee eed ee DAY 1: COMMITMENT: YOUR GREATEST POWER Whether you're a salesperson, a parent, or simply a person trying to relate to other people, influence is one of the most important skills you can master. You need to be able to influence your government, your community, other people, and, most important, yourself. Your ability to influence affects how effective you are at raising your kids, advancing in your job, maintaining your health, growing your finances, and fostering relationships that matter most to you. The power to influence is the single most important skill you can master. It can literally give you the power to shape your destiny and alter the quality of life for yourself or anybody you really care about. Think abour the people who have shaped our society. How did people like John F. Kennedy, Martin Luther King, Jr, and Susan B. Anthony make such a difference in the world? They had the ability to influence people's thinking. If you come from a place of deep caring to develop a strong relationship with people—if you look for their deepest needs, not just what they say they want, but what their gut level wants and needs—and you help them to meet that, there will be no limit to the income, the joy, and the deep friendships you have. De_ci_sion \de-_si-zh_n\: to cut off from anything else Jf you decide now to cut off any other possibility but mastering this material and utilizing the cutting-edge technology for changing and influencing people, including yourself, you will absofutely succeed! DAY one | 5Five Steps to Mastery These simple steps can help you master any area of your life: 1. Initial impact: To create a change in your life—to make things the way you want them—you must make an initial impact. 2. Repetition: Repetition is the mother of skill. If you do something over and over again, you become a master. 3. Utilization: Apply what you learn, Don’t just repeat it in your head; repeat it in your daily life. 4. Integration: When you begin integrating these concepts into your daily routines, they become effortless. 5. Reinforcement: [f you don’t use it, you'll lose it. The only way to stay strong is to continually use your new skill. The Learning Process How do you go from being brand-new at something to becoming a master? Abraham Maslow, a founder of humanistic psychology, described four steps to learning: 1. Unconscious incompetence: You don’t know what you don’t know. 2. Conscious incompetence: You know that you don't know something. 3. Conscious competence: You learn to do something, but it takes your full concentration. 4. Unconscious competence: You're a master! You can do something without having to think about it anymore. COMMITMENT TO EXCELLENCE UNCONSCIOUS COMPETENCE CONSCIOUS, COMPETENCE CONSCIOUS INCOMPETENCE UNCONSCIOUS INCOMPETENCE 6 | DAY ONE AARARAAHRARAARR RAR RRR ARR Aaa aSTERING INFLUENCE" Success Secrets of the World’s Top 100 Salespeople Most salespeople believe that closing is the key to sales success. This is the single biggest misconception in sales! The world’s top salespeople have developed compelling reasons to tap into their full ability and give 1,000% every day. 80% of success and influence is finding a big enough why— 20% is figuring out how 10 STRATEGIES OF TOP SELLERS They have the ability to: . Affect their own emotional state . Manage the customer’s state . Prepare themselves physically and emotionally . Prospect effectively and enjoy the process . Build trust . Create and sustain interest . Qualify prospects (find their deepest needs) . Give prospects a way to justify buying . Close the sale and obtain commitments SCwaMartanerwonE . Button up the sale and create sales leverage THE SECRET OF SUCCESS IS CONSTANCY OF PURPOSE.” — BENJAMIN DISRAELI — DAY ONE | 7Your Commitment to Mastery If you've made the decision to master this material, then I'd like you to make the following commitments right now. 1. I commit to stretch myself. Tim committed to taking this step because: 2. I commit to being totally responsible for what I get out of this program. Im committed to taking this step because: 3. I commit to being flexible. Im cammitted to taking this step because: 4. [commit to manage my state at a high level of energy. Tin committed to taking this step because: 5. I commit to stretch myself. Lim commitied to taking this step because: 8 | DAY ONEMASTERING INFLUENCE” a Your Assignment =a What's the difference between the best influencers and everyone else? They have compelling reasons to get themselves to follow through. Dont leave this session until you give yourself some compelling _— reasons for mastering this material. Think about the following questions and jot down your answers. == 1. Why is this program a “must” for you? 2. What's your most compelling reason for mastering this material now? 3. Howwill it impact the quality of your life and those you care about? DAY ONE | 9Journal Notes “EVERYTHING YOU AND | DO, WE DO EITHER OUT OF OUR NEED TO AVOID PAIN OR OUR DESIRE TO GAIN PLEASURE.” — ANTHONY ROBBINS — 10 | DAY ONEMASTERING INFLUENCE” THE SCIENCE OF PERSUASION: WHY WE BUY People will not buy your produet or service (or de their homework, or take out the wash) unless they feel pressure to do so. There are ae kale of pressure: = External pressure created from the outside (such as chrough television ora salesperson's:demands) = Internal pressure created from the inside in the form of an innate desire for your product or service Of the two, internal pressure is much mote powerful since people buy for their own reasons. THE TWIN FORCES OF MOTIVATION: PAIN AND PLEASURE Two forces drive all human behavior: the desire to avoid pain and the desire to gain pleasure. People will do far more to avoid pain than to get pleasure. If people do not buy, it’s because they associate more pain to buying than not buying. If people do buy, it’s hecause they associate mare pleasiire to buying than not buying. AS a persuader or a salesperson, you must sell consequences—positive consequences if they buy, and negative consequences if they don't. DAY TWO) 11Questions in the prospect’s mind = “Can 1 trust you? Do you really have my best interests in mind or are you just here to make a sale?” “What is this, what’ in it for me, and can you prove it?” = “Will it really give me what I want and need?” = “Do I really need it now?” The Process of Selling Selling is like the Dickens pattern (from Charles Dickens’ famous story, A Christmas Carol): Ws the process of finding people’s pain, disturbing them, stirring up their pain, making them feel the hurt, and then healing it through new sets of choices, usually in the form of your products or services. step 1. Find a deep want or interest. Remember, people don't buy needs; they buy wants. step 2. Disturb them. Stirring up the hurt is not negative. It’s your job to be a healer of the hurt. stTEP 3. Show them how to heal their discomfort by using your product. Persuasion is the process of getting your customers to clearly associate their most desired feelings or states to your product or service. “YOU CAN HAVE EVERYTHING IN LIFE THAT YOU WANT IF YOU WILL JUST HELP ENOUGH OTHER PEOPLE GET WHAT THEY WANT.” — ZIG ZIGLAR — 12 | pay TwoMASTERING INFLUENCE” ee ee ee ee ee ee || An undisturbed prospect will not buy Persuasion is the process of getting your customers to clearly associate their most desired feelings or states to your product or service. The second part of persuasion is to get the customer to associate zor buying to pain. ERBN = Emotional Reasons to Buy Now LRBN = Logical Reasons to Buy Now BUY NOT BUY lf someone is on the edge, create a little more Hort and that will create more desire. ERBN- Emotional Keasons to Buy Now If that isn’t enough you've got to add... LRBN - Logfeal Reasons to Buy Now In order to get someone to buy, you need a great deal ot Want or Hort It is difficult to try to close somebody without a great deal of Hurt or Want. DAY Two | 13Exercise 1. List three items you really wanted and did buy. What made you buy them? How much want (ERBN) did you have? How much logic (LRBN)? What were your dominant reasons to avoid buying (DRAB)? 2. List three items you really wanted but did not buy. Why didn’t you buy? What combination of ERBN, LRBN, and DRAB did you have? 3. Choose one of the items you did not buy and pretend you're the salesperson. What combination of ERBN and LRBN would have been the right combination to compel you to buy? Remember: People buy for emotional reasons and justify with logic. 14 | Day TwoMASTERING INFLUENCE” The Primary Tools of Influence There are four primary tools through which you can influence someone’s beliefs or change their approach to buying. 1. Rapport: To creare a long-term impact, you must show people thar you care about them, that you have their interests in mind, and that you are like them. When you have rapport, you align with people and can lead them in the direction you want to go. 10 ways to create rapport: = Bring up a mutual interest = Give a gift (induces reciprocation) = Give a referral = Insult someone (Yes, sometimes you can get rapport by insulting someone.) = ‘Tella story = Give a sample of something = Pay a compliment a Make a startling statement a Give good service a Listen DAY Two | 1516 Questions: Asking questions is your most powerful tool for influencing people. When you understand what people believe and how they make decisions, all you have to do is show them that buying your product or service is consistent with those beliefs. That's all selling is! Questions help you: = Find out what’ really going on in people’s heads = Find out cheir real motivations « Find out their beliefs am ‘Test close a Take pressure off = Show you really care = Build rapport = Induce reciprocation = Put people in state = Bring out and overcome objections DAY TWOMASTERING INFLUENCE 3. Personal congruency: Congruency means that your verbal and nonverbal communication match. Congruency comes from feeling absolutely certain about what you're saying. The person who feels the most certain will be the person who influences most. In terms of sales, congruency means being certain chat what you're offering is worth more than what you're asking in return. Remember, buying is just the transference of emotion; your congruency will help people feel certain that if they make this decision, they'll get more pleasure and less pain. Congruency must be maintained daily; otherwise, you fall victim to the law of familiarity. | THE LAW OF FAMILIARITY If you’re around anything long enough, you take it for granted. a State management: Ir’s absolutely crit cmotional states. If someone cancels an appointment and you let al to manage your that put you into a state of frustration, you'll diminish your ability to influence. When you practice state management, you'll learn how to discipline disappoincment and take negative states like rejection and turn them around so they empower you. Day Two | 17DAY TWO Journal Notes 18MASTERING INELUENCE™ Your Assignment Review the four primary tools of influence. Identify your weakest area, and do the assignment for that area today. {You can come back and do the others later.) 1. Rapport: Commit to creating rapport with at least three people over the next 24 hours. List some ways in which you will do this. 2. Questions: Brainstorm five empowering questions that will help get people involved: 3. Personal congruency: Write a phrase or an incantation (i.¢., an empowering belief or statement you say over and over again with emotional intensity), and then practice delivering it congruently over and over again. 4, State management: Describe the state you need to be in when you're selling or persuading. How would your physiology look? What would you si DAY TWO 19Journal Notes “ALL THAT IS NECESSARY TO BREAK THE SPELL OF INERTIA AND FRUSTRATION IS THIS: ACT AS [F IT WERE IMPOSSIBLE TO FAIL. THAT IS THE TALISMAN, THE FORMULA, THE COMMAND OF RIGHT-ABOUT-FACE THAT TURNS US FROM FAILURE TOWARD SUCCESS.” — DOROTHEA BRANDE — 20 | DAY TWOMASTERING INFLUENCE” DAY 3: THE DIFFERENCE BETWEEN SUCCESS & FAILURE What makes the difference between success and failure? Beliefs. What you believe determines what you will do. How many cold calls would you make, how hard would you prospect, how many hours would you work in a day if you really believed that doing those things would bring you everything you wanted in terms of happiness, joy, and money? A lot of people set goals, but goals aren't enough. You must believe that your goals can really happen. “WHETHER YOU BELIEVE YOU CAN DO A THING OR NOT, YOU ARE RIGHT.” — HENRY FORD — Two Kinds of Beliefs 1. Global beliefs lam » People are . Life is . = Global beliefs affect the way you interpret what things mean. a In selling, discover the prospect’s beliefs and align with them. Don't attack them. 2. Rules a fT » then it will mean = Rules are cause-and-eftect belief systems that help guide your decisions. | DAY THREE | 21Exercise Selling, is transference of emotion. You can't give something you don’t already have. To overcome objections, make a sale, or persuade someone, YOU need to have answers to the customers’ questions before they even ask. Believe your answers at such a deep level that no matter what objection comes up, you'll be ready to handle it. REMEMBER THE TOP FIVE QUESTIONS CUSTOMERS ASK THEMSELVES: . “Does the salesperson have my best interests in mind?” . “What will this product mean to me?” . “Is it worth it to me?” or “What will I have to give up?” . “What will other people think or say?” . “Do I really need it now?” aBRwWne This exercise will get you ready to answer those questions with integrity and conviction. 1. Why do you care about the prospect? Why can people count on the fact that you're not going to take advantage of them? What beliefs do you have about that? 2. What are the advantages and benefits of your product? What will it mean to people? What are some of the major benefits for you? 22 DAY THREEMASTERING INFLUENCE" 3. Why is your product worth 10 times what you ask fos, in terms of money, time, or effort? 4. How can your customers justify this purchase to the people around them? How will it benefit the people around them? 5. Why should they buy it now? Three Reasons People Fail 1. They don’t have compelling enough reasons to succeed when the going gets tough. 2. They have limiting belief systems, such as “Iz won't work,” “L tried it before,” and “Ive tried everything and nothing works.” 3. They don't consistently manage their state. The ability co manage your state is the difference between success and failure. “FAILURE IS NOT THE ONLY PUNISHMENT FOR LAZINESS; THERE 1S ALSO THE SUCCESS OF OTHERS,” — JULES RENARD — DAY THREE , 23 BHRHRHRRRARHRHee eee eee aWhy Should You Manage Your State? The state you're in determines your behavior and your performance. All performance is state related. You're not selling a product; you're selling a state. The state you're in gets linked to your product. If you're in a great state, prospects think, “If thats the product, [ certainly want itl” Three Ways to Change Your State 1. Change the way you're using your physiology. s Change your breathing. = Change the way you move. = Change what you eat, when you eat. a Develop your own personal power moves—movements that instantly put you in a peak state so you can get the most out of yourself. 2. Control your focus. s What you feel is based on what you focus on. Control what and how you think. = Use questions to control your focus. What are some empowering questions you could ask yourself? What are some questions that could put you in a great state right before a sales interview? 3. Develop a results ritual: Q.S.P. a Ask yourself quality Questions. = Do aseries of Swish patterns to condition your mind to move toward your goals. = Do some Power moves to manage your state. 24 | DAY THREEMASTERING INFLUENCE” SWISH PATTERN Think of a negative image that keeps you from succeeding at the highest level. Create a positive image of yourself the way you'd be if you were already living your goals. Bring the positive image up behind the negative one, making it bigger and bigger, until it explodes through the negative one, smashes it in a million pieces, and takes its place. As that’s happening, say whoosh! Do it quickly. Repeat until the negative feeling is hard to retrieve, or repeat at least a dozen times in a row. Your Assignment 1. ‘Tomorrow morning when you wake up, do your power move (three times is great) and then ask yourself some great, empowering questions: = What are you grateful for in your life? = What are you happy about today? = What are you excited about today? 2, Write a few more empowering questions that would put you in a great state. [ “LCAN GIVE YOU A SIX-WORD FORMULA FOR SUCCESS: THINK L THINGS THROUGH—THEN FOLLOW THROUGH.” CAPTAIN EDWARD V. RICKENBACKER — DAY THREE | 25Journal Notes “YOU'VE GOT TO BE SUCCESS MINDED. YOU'VE GOT TO FEEL THAT THINGS ARE COMING YOUR WAY WHEN YOU'RE OUT SELLING; OTHERWISE, YOU WON'T BE ABLE TO SELL ANYTHING.” — CURTIS CARLSON — 26 DAY THREEMASTERING INFLUENCE” BUUNNRHERREEEHeeeeaeaeeeoee a DAY 4: ENGAGE! THREE STEPS TO QUALITY CONTACT When you model successful people, it’s not enough ta do what they do. You have to do it in the same order or syntax, The Three Phases of Sales Mastery Phase I: Engage — Engage prospects and get them involved. Get their attention, make contact with them, and get their interest. Phase II: Enroll — Probe for problems or qualify them, make sure they feel good about your product, and make sure they feel certain they want to buy. Phase III: Compel — Compel them to want to buy now. Make sure they actually show up, not just enroll. Sign them up. THE 10 STEPS TO SALES MASTERY | | 1. Prepare and Do Your Homework | 2. Turn Yourself On PHASE |: ENGAGE 3. Make Contact and Get Their Avfention 4. Connect and Become Their Best Friend 5. Create Interest | PHASE II: 6. Qual, eae for Problems and ENROLL Magnify the Hur 7. Create Conviction and Test Close | 8. Make It Real and Assume the Sale PHASE Ill: COMPEL 9. Convert Objections into Commitments | 10. Make It Easy and Create a Future DAY FOUR 27DAY FOUR Journal Notes 28MASTERING INFLU Bea ow at Bt BP Bt Bb Bt at ot ot a et a | Step 1: Prepare and Do Your Homework Lack of preparation creates call reluctance. Don’t let that happen to you. Be prepared and do your homework. Know who you're dealing with, know all about your product, and be ready to make the sale. Six Keys to Preparation 6. Know who the customer is and anticipate their needs or hurts. Before you walk in the door, find out as much as you can about your customer's needs, his/her values, and how they spend their time, energy, and money. Ask questions and utilize referrals, the newspaper, and the Internet. Know your own product and its advantages and benefits. Create such a thorough list thar you'll have strong feelings about your product and be ready to overwhelm the customer with your convictions. Know your competition. Never knock a competitor. Know your product's advantages, and be elegant about how you present them. Know all the potential objections and have answers ready in advance. It’s fun to call on clients when you know you can handle any objection they can possibly present. Expect the best and prepare for the worst. Put yourself in a state of positive expectation and plan for schedule changes. Create demand. Create conditions where prospects convince themselves. For example, have the person who gave you the referral call them and tell them great things about you or your product. DAY FOUR | 29Step 2: Turn Yourself On Turning yourself on means putting yourself into a state that can produce the results you want. Peak performance comes from being in a peak state. Using a scale from 1 to 10, consciously measure the level or quality of your state. To be the most effective when you meet a customer, you need to put yourself in a state that’s so far beyond where you need to be that when you relax, you're at level 9. “THE DIFFERENCE BETWEEN BEING AN AMATEUR AND BEING A PROFESSIONAL IS THE ABILITY. TO MANAGE YOUR STATE.” — ANTHONY ROBBINS — 30 | DAY FOURSelling Is a Transference of Emotions Every time you get in front of a customer, the state you're in and the feelings you're experiencing will affect the customer. If you're not in a peak state, it’s like cutting off some of your skills and abilities. Remember, = People associate your state to your product. If you're in a negative state, they link those feelings to your product. = You associate your own state to your product. If you feel lousy and talk about your product, pretty soon all you have to do is talk about your product and you'll start to feel lousy. The same thing happens in any type of relationship—with your spouse, your children, your family, your friends. Any time you're in an intense state, that state gets anchored to anything that’s happening consistently around you. The state and the anchor get linked, and that same situation, event, or gesture will trigger that intense emotional state in the future. “SETTING AN EXAMPLE [S NOT THE MAIN MEANS OF INFLUENCING OTHERS: IT IS THE ONLY MEANS.” ALBERT EINSTEIN — DAY FOUR | 31Exercise 1. How much money have you lost in the last three years because you haven't consistently managed your state? Add up the sales you didn’t make because you didn’t feel like making calls; the people you didn’t follow through with; and the objections you didn’t have enough intensity, certainty, or power to overcome. $ 2. How much has it cost you emotionally in the last three years not to manage your state consistently? How much has it cost you in terms of frustration, pain, anger, anguish, and regret? 3. What will it cost you over the next five years if you don’t change this pattern? 4. What would your life be like in the next five years if you consistently managed your state? What would your career be like? How much more would you enjoy yourself? How much more money would you make? 32 DAY FOUR ARATARHAKRAHRHAHRAnnnnnAanaeaanASTERING INEFI a ee Step 3: Make Contact and Get Their Attention Selling can’t occur unless you make contact. However, it’s not enough to just make contact. You have to grab the prospects’ attention immediately and get them interested in hearing your presentation. The more contact you make, the more sales you make. Five Keys to Making Effective Contact 1. Set specific goals. Determine the minimum number of calls you will make every day or every week. Set a specific goal and never break it. vp Be creative, playful, fun, and outrageous! Don't prospect or make contact the same way every time. Make it creative so you don’t get bored. Make it playful and fun so it becomes something you look forward to doing. 3. Have a plan for what you're going to say. If you're telemarketing, use a script. Know where you're going so you can focus on getting the prospects’ attention instead of worrying about what you should say next. 4. Get referrals. Every time you make contact with someone— whether they buy or not—ask for a referral. 5. Do it massively. Make a massive number of contacts at level 10 and just watch what happens! What Stops People from Making Contact? 1. They're not prepared 2, They're not in a peak state. 3. They think they're an interruption. No matter what the situation, you're only an interruption until you get their attention. How can you get their attention? SCREAM PIGS! DAY FOUR | 33SCREAM PIGS! Compliment .... Referral. 20.55 Be in a state where people feel good just to be araumeliyous Notice specific things that you can sincerely compliment. Use a referral to connect with someone immediately. For instant attention, do an exhibit or demonstrate something. Ask a question that grabs their attention. . Ask a surprising question or create something mysterious. Take a poll to gather data and grab attention. . Offer information they don’t already have. Giving a gift induces reciprocation and grabs attention. When you startle someone, you get their full attention. Remember: You are not a salesperson; you are a state inducer! 34 | DAY FOUR RAFAH HTHTHRnnitinnrnhnrtnrnhnrtnrtnninhtARnRARARnAMASTERING INFLUENCE Your Assignment Do you want to succeed and become a master persuader? If so, commit to implementing the five keys for making effective contact: 1. Set specific goals. Be creative, fun, outrageous, and playful. 3. Have a plan for what you're going to say. 4. Get refercals—make every contact a win. Do it massively. You're only an interruption if you don’t have people’s attention. Ag soon as’youvie ineercsting enough to pet their attention, they'll make time for you. So SCREAM PIGS, make contacts, and have fun getting people's attention! SETTING GOALS IS THE FIRST STEP IN TURNING THE INVISIBLE INTO THE VISIBLE~THE FOUNDATION FOR ALL SUCCESS IN LIFE,” ANTHONY ROBBINS — DAY FOUR | 35Journal! Notes “HAPPINESS LIES IN THE JOY OF ACHIEVEMENT AND THE THRILL OF CREATIVE EFFORT.” — FRANKLIN D. ROOSEVELT 36 | DAY FOURee a ee ee ee ee eee ee ee ee | MASTERING INFLUENCE’ DAY 5: CONNECT & CREATE INTEREST You've learned about the three phases of sales maste Phase I: Engage Phase II: Enroll Phase III: Compel You've discovered the first three steps of Phase I; STEP I: Prepare and Do Your Homework STI Turn Yourself On STEP 3: Make Contact and Get Their Attention Today’s session is Phase I, Step 4: Connect and Become Their Best Friend, and Create Interest. When two people meet, specific factors kick in to generate rapport, irisa iiendchips and confidence By kencivine and undereandicn these factors, you can consistently use them to generate rapport—not in a manufactured or manipulative way, but in a way that is sincere and feels good. Why will a potential client choose you over someone else? Is it your intelligence? Your product knowledge? Your credentials and test scores? Probably not. Clients will choose you because they trust you, like you, have confidence in you, and think you can get the job done. Most important, they will choose you because they believe you have their best interests at heart. These next two steps will show you exactly how to generate those feelings in your clients. DAY FIVE | a7Journal Notes 38 | DAY FIVESTERING INFLUENCE” Step 4: Connect and Become Their Best Friend Contrary to popular belief, the top persuaders in the country know that the mest important aspect of influence is not closing: It’s creating rapport. Trust is the single most important element in influencing a sales interview, If you want to influence anyone long term, you must obtain their trust, People don’t care how much you know until they know how much you care. They buy from their friends, even if that friend is a lousy salesperson—because their friend cares about their needs. Compliments Create Power One of the quickest ways to bond with people is through compliments. An effective compliment makes people feel important, appreciated, and noticed but not flattered. To give an effective compliment: 1. State the compliment. Tell them something you sincerely like about them. Justify the compliment, “I say that because...” provide a reason. 3. Immediately ask a question. “How did you become so effective at that?” Asking a sincere question makes your compliment more real, it shows you really care, and you get to learn something. DAY FIVE | 39How to Use Compliments More Effectively 1. Give third-party compliments. “Before J called you, I did a little research. Everyone I talked to said these great things about you...” 2. Give compliments about other people. Your compliments will get back to those people, and amazing things will happen. 3. Don't compliment the obvious. It usually works against you. 4. White a complimentary or thank-you note. After a meeting, send a note of compliments or thanks. Exercise Think of three people in your life and write a compliment about each one. Commit to giving them the compliment within the next 24 hours. L “LT CAN LIVE FOR TWO MONTHS ON A GOOD COMPLIMENT.” ] — MARK TWAIN — 40 | DAY FIVE RARARRARA ARR ARH aanaaeaeaeaeMASTERING INFLUEN How to Develop Rapport 1. Find something in common. When people are like each other, they tend to like each other. When people are not like each other, they tend not to like each other. The more they have in common, the more they'll like each other. The more differences they think they have, the less rapport they have. 2. Match and mirror. The most powerful tool for bonding is the process of matching and mirroring—that is, becoming like the person through the use of your voice and body. Most people try to develop rapport through words, but words represent only 7% of your influencing tools. Words 7% Voice qualities 38% Physiology 55% By using your body and voice, you can create rapport with anyone. ASPECTS TO MATCH AND MIRROR VOICE PHYSIOLOGY Volume Posture Eye Contact Tempo Movements Breathing Tonality Gestures Proximity Timbre Facial Expressions Touching Key Words 3. Pace and lead. Go at the other person's pace, whatever that may be, for a while. Then, when you change your pace slightly, they'll follow you. DAY FIVE 41Communication Styles Human beings process information and communicate by using five senses: visual, auditory, kinesthetic, olfactory, and gustatory. OF these, the three we use most often to communicate to the world are visual, auditory, and kinesthetic. A fourth communication style also exists: digital, which relies primarily on logic and details. Most people develop a preference for using one communication style most frequently. It’s important to know a prospect's preference. Visual: These people talk a little louder and faster, gesture and move more rapidly, and use words like “picture this, examine this, or take a look at this.” Auditory: These people tend to speak with more resonance in their voice, be articulate and selective about their words, and use rhythmic gestures and movements. Kinesthetica “These people weigh things and talk slowly and quietly. When you ask them questions, they might just move their lips and not notice that they aren't saying anything. Digital: This type of communicator makes decisions primarily through logic. To influence all types of people, you need the ability to communicate ait all our syle —vinuals auditory, bineaticde wad distal = sou can enter into his/her world. 42) DAY FIVEee Exercise Choose someone to match and mi Notice the impact. Does the tone of the interaction change? Does the person respond differently to you? How quickly can you get rapport and create a relationship? Can you pace and lead them and get them to start subconsciously following your lead? Use the space below to record your observations. “POWER IS NOT REVEALED BY STRIKING HARD OR OFTEN, BUT BY STRIKING TRUE” oy — HONORE DE BALZAC DAY F VE | 43Step 5: Create Interest Many salespeople jump into their presentation before the prospect is interested in hearing it. What a waste of time! The final step in engaging someone is creating genuine interest—getting the person hungry to hear your presentation, Unless you get a person = = = = really interested, anything you say is going to go in one ear and out the other. : | THE “BECAUSE” FRAME | Even if what follows the word because doesn’t _ make sense, most people will still comply as if the reasons were legitimate. How to Create Interest Make sure that you put them in the kind of state where they really want to hear more. The key to creating interest is that you do not begin to give a presentation until you first have someone eager to hear it. 1. Ask a lot of questions. = Questions give the prospect a chance to be in control. = Questions induce the law of reciprocation. When you ask for and listen to someone's opinion, they'll listen to you. = When you ask questions about their interests, you create even more interest and get them focused on what they want. 2. Do a demonstration or exhibit. 3. Provide social proof. Talk about something or someone they know. 44° DAY FIVEMASTERING INFLUENCE" Creating Units of Interest i. Make a big fat claim: About something the prospect is incerested in, 2. State a fact “Because ...” Be sure you can back up the claim with a fact. State a benefit: “Which means to you ...” Provide an emotional benefit, we 4. State another benefit: “What that really means to you is...” Provide a more personal emotional benefit. 5. Provide evidence to support your claim: “Ard the reason I say that is...” 6. Get permission to probe: “Ay purpose at this time is to get your answers to some questions.” gle PRESTIGE» MONEY = Secyp, sii ~ INTELLIGi ws . a QENESS ENCE. 5 S oe MORE 1. Big Fat Claim 2. Because [FACT] 3. Which Means to you [BENEFIT] 4. And the real benefit to you is [BENEFIT] 5. Support your claims. [EVIDENCE] 6. My purpose at this time is to get your answers to a few questions. Do you mind if | ask them? PERMISSION TO PROBE STEP a DAY FIVE | 45 HHH Ree eee eeeDEFEATS What if you've made a big fat claim and shown the evidence but the prospect still doesn’t believe you? Provide more evidence, Evidence DEFEATS disbelief! Demonstrate .... If you can show somebody something, you wipe out their disbeliefs. Example ....... Give more evidence through stories and examples Ginnie youve ce alah Facts .......... It’s your business so know the facts and be able to deliver them with congruence and conviction. Exhibition ...... Exhibit your product or service in a way that shows it’s not just for the moment but it’s going to last. Analogy’... Use analogies to help people understand more clearly: “This is like that.” Testimonial ..... Carry letters and testimonials with you, and show them to the prospect or client. Statistics ....... Give real, specific statistics that can be verified. “NOTHING IN THE WORLD CAN TAKE THE PLACE OF PERSISTENCE TALENT WILL NOT; NOTHING IS MORE COMMON THAN UNSUCCESSFUL MEN WITH TALENT. GENIUS WILL NOT; UNREWARDED GENIUS I$ ALMOST A PROVERB. EDUCATION WILL NOT; THE WORLD IS FULL OF EDUCATED DERELICTS. PERSISTENCE AND DETERMINATION ARE OMNIPOTENT.” — CALVIN COOLIDGE — 46 DAY FIVEMASTERING | Your Assignment Create units of influence for your product, service, or something you want to influence someone to do. Use the six steps you learned in this session: 1. Make a big fat claim: 2. State a fact: Beeause 3. State a benefit: Which means to you 4. State another benefit: And what that really means to you is DAY FIVE | 47 |5. State your evidence: The reason I say that is 6, Get permission to probe: My porpose at this time is to get your answers to some questions. “AS LONG AS | HAVE A WANT, I HAVE A REASON FOR LIVING. SATISFACTION 1S DEATH.” GEORGE BERNARD SHAW - 48 | DAY FIVEDAY 6: ENROLL! HOW TO QUALIFY AND DISCOVER YOUR CLIENTS’ BUYING STRATEGIES Congratulations! You’ve completed Phase I of the selling process. You've learned how to engage the prospect by taking the first five steps: ster t: Prepare and Do Your Homework srep 2: ‘Turn Yourself On ster 3: Make Contact and Get Their Attention ster 4: Connect and Become Their Best Friend STEP 5: Create Interest Now it’s time to move on to Phase Ui: Enroll. There are two steps to this phase: ster 6: Qualify Them—Probe for Problems and Magnify the Hurt step 7: Create Conviction and Test Close Have you ever been in a situation where you created interest, spent time with the person, and then found out at the end of your presentation that your product didn’t fit their needs, or that they werent the decision maker, or that they weren't financially qualified to purchase your product? Maybe you've had a similar situation in your personal life: After investigating what really happened, you found our that it was actually your sen who tore your kitchen apart, not your daughter. Or you learned that your boss doesn’t have the authority to give you that raise. Or you found out that your spouse doesn’t want the new dress or the swimming pool you were going to talk him/her out of. Qualifying is an important part of the sales process! DAY SIX | 49Journal Notes 50 DAY SIXMASTERING INFLUEN eee Step 6: Qualify Them—Probe for Problems and Magnify the Hurt Selling is one of the most enjoyable and rewarding professions—as long as you feel that as a persuader your job is to find and fill people's real needs. If you perceive yourself as a giver in your relationship with your cystomers, not a taker, you'll experience high self-esteem and a great deal of joy. You'll be liked by your customers and you'll be paid extremely well. The reason most people experience selling as a pressure business is because they're trying to persuade prospects to do something without knowing who they are, how they make decisions, or what they really ried. “This average salespetsuns approscit to selling i two ind outa little bit about the prospect's interests and then do a standard presentation, Step 6 will help you enjoy the sales process by teaching you how to develop a simple systematic program for finding out what your prospects really want and need and how they make decisions or justify taking action. With this information, selling becomes easier and a lot more fun. “IT TAKES TIME TO PERSUADE MEN TO DO EVEN WHAT IS FOR THEIR OWN GOOD. — THOMAS JEFFERSON DAY SIX | 51Questions for Qualifying Customers Knowing how to get people to associate pain to not having something they want can be quite motivational. When you're qualifying prospects, you need to know their real problems. What's an emotional feeling that’s not being fulfilled? This step is about discovering and magnifying that feeling so they're motivated—so they have enough desire. Desire means having plenty of reasons to like the benefits they'll ger if they do buy, and plenty of reasons to feel hurt if they don't buy. Find out the person’s NW'WAM before you do your presentation. Don’t waste valuable time presenting to someone who doesn’t have the needs, wants, wounds, authority, or money to buy. 52 | DAY SIXINFLUENCE” Exercise Write three questions you can ask to discover the prospect's NWWAM Needs: t 3. Wants: L Be 3. Wounds: I. 2. 3. Authority to make a decision: Ie 2p ch Money to make the purchase: Ls 2 Bs DAY SIX | 53Sorting Strategies: How People Make Decisions Knowing people's metaprograms—their patterns for sorting out their world—can help you offer the type of information thar will help them make an effective decision. You can easily identify their patterns by asking the following questions. 1. Toward or Away Question: “What do you want in a job (or product)?” ‘Toward people are motivated by desire and pleasure; away people are motivated by fear and pain. To motivate a toward person, describe a goal or reward. To motivate an away person, describe something negative. 2. Internal or External (Frame of Reference Sort) Question: “How do you know when you're really good at something? How do you know when you've done a good job?” Internal people look to themselves to make decisions; external people look to others, To motivate internal people, find out what's important to them and describe your product with those criteria in mind, To motivate external people, use testimonials and statistics to show them what others think. 3. Possibility or Necessity Question: “Why did you choose your present job (or product)?” Some people are motivated by the possibilities in a situation or product; others are motivated only when they see the necessity of buying or changing. To motivate possibility people, show them what they can do. To motivate necessity people, show them what they Aave to do. 54 | DAY SIXMatcher or Mismatcher (Relationship Sort) Question: “What is the relationship between these three coins?” Matchers look for sameness or how things are alike; mismatchers focus on how things are different. There are two types of matchers and two types of mismatchers, and you'll want to motivate each one differently. Matchers = Sameness: These people see everything as the same. To motivate them, relate your product or service to something positive in their past experience. = Sameness with Exception: These people see most things as the ith somethi g different. To motivate th n, show how your product is like other things they've experienced and also how it’s unique. Mismatchers = Polarity: Whatever you say, these people do the opposite. To motivate them, tell them to do the opposite of what you really want. = Mismatch by Counterexample: Every time you suggest a possibility; these people give you a counterexample. To sell them, give them counterexamples before they have the chance. Self, Others, or Details (Attention Sort) ‘This distinction is made by observation, not by asking questions. Some people are motivated by how a purchase or decision affects them; some people are equally motivated by how a purchase or decision affects others; and some people are motivated by details and data.6. Completion or Process. Question: “What do you enjoy most in life—getting things done or being involved in the process?” Process people enjoy the process; they may want to meet with you three or four times because they love the process of buying. ‘Completion people need completion so powerfully that if you start filling out the application form, they'll feel compelled to complete it. ‘Convincer Strategy Question: “How do you know when people are really good at what they do? Do you have to see it, hear tt, do it with them, or read about it?” There are two steps to uncovering someone's convincer strategy: = Find out what kind of evidence it will take to convince them: visual, auditory, kinesthetic, digital. = Find out Aow much time it will take: automatic, number of times, period of time, consistent. Generality or Specificity Question: “Do you want the big picture ar do you want the details?” ‘The generalist looks at the big picture; the specific person is concerned with details. Don’t bore the generalist with minor details, and don’t leave the specific person in doubt by only presenting the big picture. “TO UNDERSTAND THE HEART AND MIND OF A PERSON, LOOK NOT AT WHAT HE HAS ALREADY ACHIEVED, BUT AT WHAT HE ASPIRES TO." — KAHLIL GIBRAN — DAY SIXMASTERING INFLUENC 9. Past or Future Question: “Whats most important to you: a products past performance or its future possibilities?” A person whose focus is on the past needs to know how long something has been around. A person whose focus is on future possibilities needs to know what's possible and what you're go to create. 10. Cost or Convenience Question: “Which is more important to you: that this product is cost-effective or that it makes things easier?” Generally, most Americans value convenience over cost and for mportant. Pay attention to what's most Europeans, cost is more most important to people as you're dealing with them. Your Assignment Talk to your spouse, friends, kids, and co-workers, and see how many metaprograms you can uncover. Use the space below to jot down your observations. DAY SIX | 57Journal Notes “ONE MAY WRITE FROM THE OUTSIDE OF HIS MIND, AS IT WERE; WRITE AND WRITE, LEARNEDLY AND ELOQUENTLY, AND MAKE NO IMPRESSION; BUT WHEN HE SPEAKS FROM REAL INSIGHT AND CONVICTION OF HIS OWN, MEN ARE ALWAYS GLAD TO HEAR HIM, WHETHER THEY AGREE WITH HIM OR NOT. GET DOWN TO YOUR REAL SELF... AND LET THAT SPEAK. ONE'S REAL SELF IS ALWAYS VITAL, AND GIVES THE IMPRESSION OF VITALITY.” — JOHN BURROUGHS — 5B | DAY SIXMASTERING INFLUENCE" DAY 7: CREATE CONVICTION & TEST CLOSE 2 You've gone through six steps of the selling process and haven't presented your product yer. If you've done a good job with the first six steps and you sit down to meet with a prospect, here’s where you'll be: 1. You're prepared. You know whom you're dealing with, what they need, and some of their wounds. You know everything apne your aroduck aid sour Compennantand you haves pk that really ales sens: 2. You're turned on so you can deliver in a powerful way. 3. You've made contact. 4. You've made a friend, somebody who feels connected with you, trusts you, and knows you're a professional who has their best interests in mind. You have their interest. You made some big fat claims and backed them up with evidence and benefits. 6. You've qualified them and you'r in the process of enrolling them. Now your job is to move to Step 7: Convince them that they're justified in buying, and try a test close. DAY SEVEN | 59Journal Notes = & — | = | = 60 | DAY SEVENSTERING IN Step 7: Create Conviction and Test Close The only purpose of a presentation is to create conviction that you can meet the person's needs. Three Ways to Create Conviction 1. Work on your personal congruency. What you say on the outside must match what you say and feel on the inside. Condition yourself to have the deepest level of conviction about your product. Remember, people buy for emotional reasons and justify with logic. They must have conviction that buying will give them what they want. 2. Work on your ERBNs and LRBNs. Selling means getting people to make decisions—to weigh their dominant reasons to avoid buying (DRAB) against their emotional and logical reasons to buy now (ERBN and LRBN). To make sure the prospects’ fears don't keep them from buying, assemble plenty of ERBNs and LRBNs. 3. Give prospects enough units of conviction to justify buying, A unit of conviction has seven parts: = Claim a Fact (“Because...”) = Benefit (“Which means to you...”) = Benefit (“And thar really means...”) a 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... ") DAY SEVEN | 61The Difference Between a Test Close and a Close A test close is an opinion-asking question. It includes words such as, “In your opinion” and “Do you feel.” Test closing gets the no's out early. It’s the single most important skill you have for knowing when to close. How to close is easy; when to close is the real question. Exercise 1. Write out a dozen units of conviction. That's right—12 of them! How powerful would you be if you walked into your next meeting with a huge sack full of units of conviction? How would it feel to know you could overcome any objection, simply by reaching into your bag and saying, “Heres another reason to buy!” That's what this exercise will do for you. Feature #1 Claim Fact Because Benefit Which means to you Benefit And that really means Evidence And the reason I say that is Permission My purpose at this time is to get your answers to a few questions. Test close J your opinion... do you feel? 62 | DAY SEVENFeature #2 Claim Fact Because Benefit Which means to you Benefit And that really means Evidence And the reason I say that is Permission My purpose at this time is to get your answers to a few questions. Test close J your opinion... do you feel? Feature #3 Claim Fact Because a Benefit Which means to you Benefic And that really means Evidence And the reason I say that is Permission My purpose at this time is to get your answers to a few questions. Test close In your opinion... do you feel? DAY SEVEN | 63Feature #4 Claim Fact Because Benefit Which means to you ; Benefit And that really means Evidence And the reason | say that is Permission My purpose at this time is to get your answers to a few questions. ‘Test close Im your opinion... do you feel? Feature #5 Claim Fact Because Benefit Whieh means to you Benefit And that really means Evidence And the reason I say that ts Permission MY purpose at this time is to get your answers to a few questions. Test close Im your opinion... do you feel? 64 DAY SEVEN TARA HRRARARARAARAARRaeaeaeaeaaaeaeaeanFeature #6 Claim Fact Because Benefit Which means to you Benefit And that really means Evidence And the reason I say that Is Permission My purpose at this time is fo get your answers to a few questions. Test close Im your opinion... do you feel? WS Feature #7 Claim Fact Because Benefit Whieh means to you Benefit And that really means Evidence And the reason | say that is Permission My purpose at this time is to get your answers to a few questions. Test close Jn your opinion... do you feel? DAY SEVEN | 65Feature #8 Claim Fact Benefit Benefit Evidence Permission Test close Feature #9 Claim Fact Benefit Benefit Evidence Permission Test close Because Which means to you And that really means And the reason I say that is My purpose at this time is to get your answers to In your opinion... do you feel? a few questions. Beeause Which means to you And that really means And the reason I say that is ‘ My purpose at this time is to get your answers to a few questions. In your opinion... do you teel? 66 | DAY SEVENMASTERING INFLUENCE" Feature #10 Claim Fact Because Benefit Which means to you Benefit And that really means Evidence And the reason | say that is Permission My purpose at this time Is to get your answers to a few questions. Test close In your opinion... do you feel? Feature #11 Claim Fact Because Benefit Which means to you Benefit And that really means Evidence And the reason | say that is Test close My purpose at this time is to get your answers to afew questions, In your opinion... do you feel? DAY SEVEN | 67Feature #12 Claim, Fact Beeause Benefit Which means to you Benefit And that really means Evidence And the reason | say that is Permission My purpose at this time is to get your answers to a few questions. Test close I your opinion... do you feel? 2, To get all the value you can our of your units of conviction, it’s critically important to memorize them. Yes, all 12 of them! Commit them to memory so you can automatically deliver them with conviction and power to anyone who starts giving you reasons not to buy. L “CONVICTION IS THE CONSCIENCE OF THE MIND.” ] — MRS. HUMPHRY WARD — 68 DAY SEVENSTERING INFLUENCE” ee ee ee | Three Types of Test Closes Opening Test Close Purpose To start your presentation by finding out where the buyer is. Examples “How long have you been considering owning...?” ‘Ave you seriously considering owning...?” Benefits You find out whether they're serious and you learn some of their emotional and lésical reasons to buy. bow (ERBN and LRBN). Trade-off Test Close Purpose To contrast the reasons for not buying (DRAB) with a benefit. Examples “Would it be worth in order to have ” “To achieve would it be worth an investment of me Benefits If the benefit is strong enough, you have leverage. Progressive Test Close Purpose To get the prospect to focus on buying. Examples “Ifyou were to go ahead with this, when would you want the service to begin?” “If we were to overcome that challenge, youd probably want to go ahead with this investment, wouldn't you?” Benefits You get them to stop focusing on whether they should buy. A test close lets you see the prospect’s state and know where they are on the scale. If they're not moving toward buying, add more units of conviction. DAY SEVEN | 69The ABCs: Always Be (Test) Closing Make sure you're always test closing, from the first moment you meet a prospect. Don't wait until you get to the last steps of the sales process. You never want to be afraid of finding out where a customer is. If you're always test closing, you'll notice the state the customer is in: L os 4. Know your outcome. Take action. Pay attention and know what youre getting. If what you're doing isn’t working, change what you're doing. If that doesn’t work, keep changing until you find something that does. Key Buying Signs Never start to close until the prospect is absolutely ready to buy. Have the sensory acuity to know whether you're getting closer or further away. SIGNS THAT A PROSPECT IS READY TO B FACE Their facial muscles pull up and there's more color in their face. POSTURE They're relaxed. Their hands are opened instead of closed. HANDS. They're scratching their chin or lips. They're touching the product or application form. They start to get very friendly toward you. ATTITUDE | They talk about the product as if they already awn it. 70 | DAY SEVEN FHT nnnannnrnnnnhnhnnhAnanAaRAnVou UINCeRU ENT IRAN COs Your Assignment Write at least three examples of each type of test close. 1. Opening test close Example: “Why dre you seriously considering owning ; 2. Trade-off test close Example: “Would it be worth in order to have ns 3. Progressive test close Example: “Ifyou were to go abead with this, when would you want the service to begin?” “EVERY SALE HAS FIVE BASIC OBSTACLES: NO NEED, NO MONEY, NO HURRY, NO DESIRE, NO TRUST.” — ZIG ZIGLAR — DAY SEVEN | 71Journal Notes “YOU DON'T GET PAID FOR THE HOUR. YOU GET PAID FOR THE VALUE YOU BRING TO THE HOUR.” — JIM ROHN — 72 DAY SEVEN AAA AAAA RAR AAHRPP aa aaa etMASTERING INFLUEN DAY 8: ENROLL! HOW TO QUALIFY AND DISCOVER YOUR CLIENTS’ BUYING STRATEGIES You've come a long way! You got yourself prepared and did your homework, you turned yourself on, and you made conract and got people's attention. You connected with them personally, gained rapport, created interest, and got them engaged. Then you worked on enrolling them. You found out who they are and what motivates and drives them, and you discovered their fears and buying patterns. You worked on helping them justify the benefits for making the purchase that would far outweigh any fears or pain that buying might bring. The final phase is to compel them by making the process real for them. It’s one thing to tell someone about a rose; it’s another thing to actually smell one. This last phase is about getting people to see, hear, feel, smell, and experience the idea that your product or service will give them what they want most, The way to do that is through the final three steps: step 8: Make It Real and Assume the Sale sTEP 9: Convert Objections into Commitments step 10: Make It Easy and Create a Future When you make it real for people, you make it real in their gut. Logic doesn't have a whole lot to do with it. You make it real by showing them that buying means pleasure, and that not buying means pain. If you can make that real for people, and overcome any objections they may have, they will buy. DAY EIGHT | 73ee ee ee ee ee ee ee ee DAY EIGHT Journal Notes 74MASTERING INFLUENCE” Step 8: Make It Real and Assume the Sale How do you go about making someone feel compelled to buy your product or be influenced by you? You make the experience real, so they believe it will be “heaven” if they buy and “hell” if they dont. Remember, imagination is 10 times more powerful than will, a When people dant buy your product: its because they've inked in their minds that buying would/be more painful/than not buying. = When people do buy, it’s because they've linked that buying would be more pleasurable than not buying. When they experience those emotions—when you help them make it real—you can assume the sale. Ask Questions When you ask questions, prospects will give you a real answer and they'll have a real experience inside themselves as well. Questions do three things: a They change what people focus on and therefore their state. = They change what people delete. = They allow you to access resources. DAY EIGHT | 75Use All Five Senses The best salespeople sell with all five senses. They don’t just tell you that the product is worthwhile; they give you a sensory experience. The highest paid people in this country are state inducers. Anything that will change someone's state will make things more real for them. Point—Tell—Paint If prospects are still not completely convinced, these three strategies will put them over the edge. POINT: “You want a that will . Is that correct?” Ask a question that will put their mind back on their problem. You can easily open wounds and create a greater desire to buy just by reminding people about their problems. Point out the reason they're buying in the first place. Make it real by getting them to refocus. ‘T know you want a computer system that will be absolutely efficient and will do this.” “I know you want a car that will be the best in the world.” “Tknow you really want to make an investment in a home that will bring you a return over the next five years but also give you a cozy environment for your family.” 76 | DAY EIGHTTELL: PAINT: DEPENDS UPON IT, “Our will de that for you.” Remind them of the key issue and whar your product will do about it. Reassure them and make the purchase more real for them. Be specific about what your product will give them, “That's exactly what our computer system will do for you!” “When you own this product, happens. [Set the time and place.] Js this what you really want?” Paine a vivid picture that will help them unleash their imagination. “When you own this camputer system and the efficiency in your accounting department jumps 30%, you can walk in there at one o'clock in the afternoon and people are not concerned ar upset because they haven't received their check on time. Payroll is done and people feel happy. Is that what you want Then... Assume the sale! “THE IMAGINATION IS THE SPUR OF DELIGHTS... ALL IS THE MAINSPRING OF EVERYTHING; NOW. IS [IT NOT BY MEANS OF THE IMAGINATION ONE KNOWS JOY? IS IT NOT OF THE IMAGINATION THAT THE SHARPEST PLEASURES ARISE? MARQUIS DE SADE - DAY EIGHT | 77Your Assignment 1. Brainstorm at least five questions that will cause your prospects to feel like they already own your product. Examples: “Tf you were to buy, what are the most important results you would get?” “Ifyou don't get that, what could it cost you in the next five years?” 2. Each night for the next 10 days, come up with three ideas on how you can get your customers to feel like they already own your product, even before they buy. Whar are some unique, creative, fun things you could do consistently? Be sure to utilize all five senses—visual, auditory, kinesthetic, olfactory, and gustatory—to associate people with your product's benefits. 78 DAY EIGHTMASTERING INFLUENCE” od = al =a =] =] =a =e Hy 5} =] “HI = OY ~i = o 84MASTERING INFLUENCE” STEP 6 ALIGN THE PROSPECT. PROVIDE A CUSHION A) He, They, Often 8) appreciate and 1 respect and | agree and (Make them oomiortable) STEP 7 That brings up a question Thequestonls TURN THE OBJECTION s That is tw 1a INTO A QUESTION sh (Meu cant answer an EX. How can we objection, but you can handle X¥Z and give you benefit, benefit, benefit. answer a question! ‘So you don’t have to. anymore, STEP 8 ANSWER THE QUESTION (Tom) Thet’s tha very reason you should dai. 1s more impostant than Yi’ f2 &) (Gd) The reason is absolutely not true, ° Tho sores hat does? Bi} Ia your opinioa would you ant to do this for the whole ‘family of yourself? STEP 10 : ASSUME THE SALE What i addr Woald you ie dalry AND CONGRATULATE Thursday or Friday? THE PROSPECT ON A Congratulations! WISE DECISION. DAY NINE a510 Steps to Handling Any Objection This system really works! Memorize and utilize it, and handling objections will be quick, easy and fun. sTeP 1: Ignore it. (They may not have meant it.) STEP 2: Most of the objections people come up with are simply automatic (“No thanks, Im just looking”). You can avoid them by asking better questions that engage the customer instead of inviting yes or no answers. The biggest challenges most salespeople have are: = Fear of objections = Belief that you have to fight down objections or you'll lose the sale = Desire to answer every possible objection = Tendency to handle objections that are not real Don't be so eager to attack an objection. Take a look at ir and let it fly by. Hear the person out. (They may run out of steam.) Have you ever noticed that when some people are really upset, if you just shut up and don't defend—just really, sincerely listen to them—they'll run out of steam and answer their own objection? sTEP 3: Feed it back (nicely). 86 Feed the objection back in the form of a question: “Te costs too much?” Many times, in trying to explain their objection, people will talk themselves out of it. DAY NINE RARHRARARARRAARAHRHARAenenaeneaenenRnRAAaARaeA GWVV HU AUIS CR EN DaRODs (Glas STEP 4: STEP 5: Question it, (Get more information.) Is this the real objection, and why is it important? Get permission to ask for their reasons, and be polite: ‘T know you have reasons for saying that. Do you mind if I ask what they are?” If they don't mind, ask, “What are your reasons?” Listen strongly! When people tell you the reasons for their objections, you now have the power to close the sale because you know what's really motivating them. Make it a final objection. Use the “as if” frame and test close: “Uf we could handle that, would you want to go ahead?” Exercise Think of the most common objections you get when selling your product or trying to influence someone. Using the five steps you've just learned, describe how you would handle those objections now. Objection: Your response: Objection: Your response: DAY NINE a7STEP 6: STEP 7: Align with the prospects and provide a cushion. They've now told you their real objection. Put them at ease, take your time, and make them feel comfortable. Use “I—he—they—often”: = “Tl often hear people say that.” m= “Ive often thought that way myself.” Use agreement frames: = ‘T appreciate and...” = ‘Tagree and...” = “Trespect and...” When you say “but,” you make the other person wrong. When you use agreement frames, you make the other person feel appreciated, respected, and agreed with. Turn the objection into a question. (You can’t answer an objection, but you can answer a question.) Learn this phrase: “That brings up a question. In spite of [their objection], isn't the real question ? For example, “Isn’t the real question. ..?” = “How can you get much more value here than you thought you could?” = “How can we make sure you can get the benefits of this program right now?” 88 DAY NINE RRA AARARAARARA ARR ARR AaaMASTERING INFLUENC A good way to ask a question is to open up a hurt again. Simultaneously remind them of their problem and their motivation to buy: a “Ifwe dont do this, won't it cost you a lot more?” a “Wouldn't it be important for us to find out how you can da that so you don't have to suffer any more?” = “Wouldn't you benefit more from our plan despite the initial expen: ster 8: Answer the question. Why TOM and ED? a Why would you ask me that question after you just told me you needed the product? a Turn it around. Tuen the objection back on them: “Tes only going to get more expensive later.” a QOutweigh it. Use a values question: “Ion't it true that is more important than your concerns?” = Minimize the objection. Reduce it to the ridiculous: “Are you really going to let 20 cents a day keep you from having what you know is really important ta you?” and = Explain the objection away. a Deny it: “Thats just nor true.” DAY NINE | 8990 | DAY NINEMASTERING INFLUENC srep 9: ‘Tie it down and test close. “That solves it, doesn't it?” Tf they say yes, test close. If they say no, go back to Step 4: “Tin sure you have reasons for saying that. Do you mind if I ask what they are?” STEP 10: Assume the sale. The point of assuming the sale is to let buyers know they've bought Some of the best ways to assume the sale are: = Congratulate them on a wise decision. a ‘Take out your notebook and begin the order-blank close, a Make a phone call: “Let me call your order in so they lock it in at the national office.” Your Assignment Choose a situation in which you want to influence your spouse, kids, or other family member to follow through—for example, taking out the trash, paying the bills, or cleaning their rooms. Or use another real situation from your own life. Ask someone in your family to role-play with you. Find out their objections and get excited. Then use the 10 steps to turn them around. “FREEDOM IN GENERAL MAY BE DEFINED AS THE ABSENCE OF OBSTACLES TO THE REALIZATION OF DESIRES.” — BERTRAND A. RUSSELL — DAY NINE | 91Journal Notes “LAM THE WORLD'S WORST SALESMAN, THEREFORE, | MUST MAKE IT EASY FOR PEOPLE TO BUY.” — F. W. WOOLWORTH — 92 | DAY NINE ae | | | | [ea | ROAR RROR RPA annaVW USUI MENT aAU aN (Ole DAY 10: MAKE IT EASY AND CREATE A FUTURE Day 10! You made it! You've earned your advanced degree in mastering influence, and you've done it through commitment, persistence, hard work, and, most important, taking action. These are the keys to the kingdom. If you do nothing else, your enhanced personal power will increase your sales astronomically. You're different now. You're a cut above the rest. At this point, you've learned most of the tools for mastering influence. I hope you've taken the time to get enough practice so you feel really confident in the first nine steps. However, there's still one more step to add to your arsenal: making it easy for people to buy and creating a future. A lot of people get to this point in the sale and just kick back and rest on their laurels. They don't realize that this last step is probably the most important part of the entire process. = This is where you learn how to prevent buyer's remorse. a This is where you discover the secrets to creating fun, friendly relationships that will last a long time and empower both you and your clients. = Most important, this is where you learn how to develop profitable relationships in the form of referrals and continued sales in the future. DAY TEN | 93Step 10; Make It Easy and Create a Future You've completed the first nine steps and you're ready to close the sale. Here are three keys to making it easy for someone to buy: a Never attack the prospect for raising another objection. = Handle objections in advance. = Give them an unexpected gift. Six Ways to Make It Easy to Buy 1. Order-blank close: Break out the order blank and start filling ic in, 2. Minor close: Get them to make a minor decision. “Would you like us to design the envelopes to go with the loge as well?” 3. Alternate choice close: Offer two options. If they decide on either one, you've made the sale. “Do you want this in blue or green?” “Should we deliver it on Friday or Saturday?” 4. Congratulate them on making a wise decision. Use contrast: “Tin glad you're buying this now because the price goes up in 30 days.” 6. Make it fun: If you get them laughing at the time of the close, you've made it easy. Everyone wants a state change. 94 | DAY TEN RARARRA RRR RRRPreventing Buyer’s Remorse Some buyers lose their enthusiasm when they get home. They re-evaluate their decision, or their spouse or significant other tells them they made a mistake. ‘To prevent buyer's remorse, use future pacing to create a future for your product in the prospect's mind. When the sale is concluded and the paperwork is done, have your prospects imagine themselves in the future. Have them describe the ways your product will benefit them for years to come. DAY TEN | 95How to Get Referrals You've spent a lot of time and energy developing a relationship. To create future business, leverage that relationship by asking for referrals. Always Search for Referrals 1, Believe that you will get them. 2. Enroll your 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, One referral is worth at least 15 cold calls. Every time you make a sale, ask for some referrals, In fact, even if you don’t get the sale, ask for some referrals! 96 | DAY TEN RAR RAR ARR AHA ARR RR Raa aaaHow to Use Referrals 1. Use a third-party compliment. The typical referral goes something like this: with Robbins Research. L know Mike nd of yours and he told me 10 give yout That's a perfect example of how NOT to use referrals. Why? Because the person on the other end of the phone doesn’t care who Pi P you are. To use referrals effectively, you have to get their attention: “Mr. Williams? Mr. Paul Williams? Mr. Williams, you don't know me, but we have a mutual friend and that friend is Dan Smith. He told me something about you that I thought was really incredible. [Offer a genuine compliment given by the previous client.] He feels that you would benefit tremendously if I were to expose you to an idea that we have. By the way, my name is Tony Robbins and Ii with Robbins Research.” 2, Create a key person file. File your clients’ contact information alphabetically in a file box with 13 sections. Contact the A’s and B’s during week 1; the C’s and D’s during week 2, and so on. In this way, you'll cover two letters of the alphabet each week, and you'll make contact with every client at least four times year. DAY TEN | 97Your Final Assignment 1. Go back through this workbook and read your notes and homework to seal in what you've learned. Take advantage of the arsenal of material you've created. 2. Think about a sales call where you tried and failed or just put it off completely. You know the one—the big daunting one. Take a moment and think about conquering it. Read over your notes, get prepared, and commit to making thar call within two weeks. “YOU AND I HAVE THE ULTIMATE BUSINESS, IF WE CARE DEEPLY ENOUGH, IF WE REALLY ARE PROFESSIONAL, IF WE FIND PEOPLE'S NEEDS AND MEET THEM, WE GET TO HAVE LIFELONG FRIENDS AND BE PAID TO HAVE THEM. THAT'S PRETTY INCREDIBLE, $0 DON'T TAKE IT FOR GRANTED. MAKE SURE THAT YOUR FOCUS 1S ON CREATING LONG-TERM RELATIONSHIPS.” — ANTHONY ROBBINS — 98 | DAY TENMASTERING INFLUENCE” CD Track Titles DAY 1: COMMITMENT: YOUR GREATEST POWER NO, TITLE 1 Start with Yourself 2 The Five Steps to Mastery 3 Compelling Reasons Drive You 4 Ten Top Sales Strategies Stretch Yourself 6 Exercise: What Are Your Reasons? DAY 2: THE SCIENCE OF PERSUASION: WHY WE BUY NO. TITLE 1 Selling Consequences 2 Hurt Them and. Heal Them 3 ERBN, LRBN, and DRAB 4 The Tools of Influence 5 Use the Tools to Warm Up DAY 3: THE DIFFERENCE BETWEEN SUCCESS & FAILURE NO. TITLE Part 1 1 Your Beliefs Influence You 2 Global Beliefs Drawn from Quality Questions 3 Five Questions Customers Need Answered 4 Exercise: Beliefs About Your Clients and Products NO. TITLE Part 2 1 Joseph's Beliefs Change 2 Three Reasons for Failure 3 Emotions Come from Motion 4 — Results Rituals Q.S.P: Questions, Swish, Power CD TRACK TITLES | 99CD Track Titles DAY 4: DAY 5: ENGAGE! THREE CONNECT & STEPS TO QUALITY BECOME THEIR CONTACT BEST FRIEND NO, TITLE NO. TITLE Part 2 1 The Three Phases 1 Five Steps to of Selling Creating Interest 2 Srep : Preparation 2 Evidence DEFEATS 3 Srep 2: Turn Yourself On Disbelief 4 Step 3: Making Contacts 5 SCREAM PIGS! DAY 6: ENROLL! HOW TO DAY 5: QUALIFY AND CONNECT & DISCOVER YOUR BECOME THEIR CLIENTS’ BUYING BEST FRIEND STRATEGIES NO. TITLE Part I NO, TITLE 1 Making New Friends 1 NWWAM = Needs, 2 Quality Compliments Wants, Wounds, 3 Rapport Skills Authority i Maney 4 Matching and Mirroring 2 cae y Pacing and Leading - E ‘| 3 Moving Toward or 6 VAK = Visual, Auditory Moving Away & Kinesthetic 100 | CD TRACK TITLES 4 Frame of Reference & Necessity or Possibility 5 Matchers and Mismatches Sort: Completion and Convincer Strategies n 7 Sorts: Big Picture vs. Details and Time vs. Cost AAR AARP APRAMASTERING INFLUE CD Track Titles DAY 7: CREATE CONVICTION & TEST CLOSE NO. TITLE DAY 9: CONVERT OBJECTIONS INTO COMMITMENTS NO. TITLE 1 Transfer Your Conviction 2 Seven Steps to Creating Units of Conviction 3 Creating Conviction One Feature at a Time 4 Test Closes—Opinion- Asking Questions 5 Key Buying Signals 6 Examples: Powerful Test Closes DAY 8: COMPEL! MAKE IT REAL & ASSUME THE SALE NO, TITLE 1 Preftaming and Refocusing 2 Sreps 1-5: Handling Objections 3 Sreps 6 & 7: Align and Ask Questions 4 Srep 8: Why TOM and ED? 5 Sreps 9 & 10: Test Close and Assume the Sale 4 Review: 10 Steps to Converting Objections DAY 10: MAKE IT EASY AND CREATE A FUTURE NO. TITLE 1 ‘Tap into Your Clients’ Vivid Imagination 2 Provide an Experience 3 Point, Tell, and Paint 4 Make It Real and Be Elegant 1 Phase 1: Engage 2 Phases 2 and 3: Enroll and Compel 3. Howto Make It Easy 4 Future Pacing and Referrals 5 Incteasing Your Sales! CD TRACK TITLES | 101