Pratique du Shadowing: The Psychological Tricks Every GREAT Salesperson Knows - Apprendre l'anglais à l'oral avec la vidéo
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If you understand this, you will never run out of opportunities because everything you want in life requires persuasion.
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And the only way to persuade someone is to understand how they think.
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I run multiple nine -figure businesses and have personally sold hundreds and hundreds of millions of dollars.
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I'm going to give you 20 years of proven psychological strategies that you can use to get anyone to say yes, broken down by the five areas of the brain.
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Starting with The frontal lobe, which is responsible for reasons, specifically the prefrontal cortex, is super important.
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Women have a larger one than men, actually.
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You might think that people take actions based on logic.
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You would be like most people then.
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But here's how you spot somebody who doesn't really know how to sell things in about four seconds.
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They try to convince someone not actually using the most important part of this brain, which is the creativity due to emotions.
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They try to convince someone about features.
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The trash bag's super light.
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Our product has an incredible dashboard that processes your data at 300 megabytes per second.
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No, no, no. That's not useful at all.
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When people say they're trying to be reasonable, they don't need more reasons to buy from you.
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They actually want to know, what does good mean and is it going to be good for me?
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Your brain has so much going on at once that trying to figure out, is this going to be good for me, is nearly impossible.
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So your brain resorts to these things called heuristics, which is a fancy way of saying a mental shortcut.
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I wanna show you a breakdown that's going to change your life.
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I wanna talk about something called the is this good triangle.
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So at the top, I wanna think about it like authority.
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Does someone who should know say it's good?
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This is why you see so many experts recommending products, right?
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This is your authority.
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Sometimes we also call it the kingmaker.
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You don't need Gordon Ramsay to recommend your restaurant for this to work, But Robert Cialdini's team, they actually ran this experiment on a real estate agency.
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A receptionist started adding a single sentence before she transferred the call.
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Let me put you through to Peter, our head of sales.
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He has over 20 years selling properties in this area.
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What do you think happened?
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Appointments went up.
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How much?
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20%.
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Just from adding this authority stat.
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Signed contracts went up 15%.
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One sentence.
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Authority usually works the best on someone who's alone and unfamiliar.
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But you can't say it about yourself.
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Get someone else to call you the expert.
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The second one is social proof.
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So social proof really is this question.
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It's instead of is this good, it's how do other people react to this?
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And I'm not just talking about testimonials.
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So a group of psychologists ran a study with bathroom hotel cards.
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One card said help save the environment, show your respect for nature.
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The other said almost 75 % of guests who are asked to participate do reuse their towels.
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Which one won?
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The latter, right?
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The 75%.
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Why?
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Because people are going to do what other people socially have done, also called a bandwagon effect.
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The way you use this is by telling the customer what most people do.
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If you say, we have this entry offer, but most people, they need our service more.
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So they choose the middle offer.
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They're actually more likely to upgrade from your entry level offer, especially if you do an important thing, stick a number by it not just most people,
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but 75 % of people need this offer.
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Number three, scarcity.
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So scarcity is, instead of is this good, how many are left?
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If not a lot, it must be good.
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But there is a way to this that works in a way that makes you sound like every
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entry -level marketer who took one psychology class in college, which we don't want.
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I don't want you to say these words ever.
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Limited spots available.
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Nobody believes that.
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Write this instead remember we want to use a number
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so I have four slots in this cohort two are gone
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this specificity feels more genuine you're implying scarcity not coming out
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and saying it oh
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and a bonus tip for appealing to someone's frontal lobe stop
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using round numbers fascinating studies showing don't quote 450k quote four hundred
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and thirty seven thousand five hundred don't quote a client ten grand quote them $9 ,850.
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There is a cap to this though.
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One person took this advice too literally and listed his condo at $454 ,963.
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I think he got zero offers. So why?
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Because you have to make your prices informed, not unhinged.
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If you nail this though, you're going to be able to logically convince people to buy more.
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But I want to get to the next reason why people won't buy.
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Because maybe they've already decided they're not going to let's change their mind segment two occipital lobe
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or what they call vision so the occipital lobe comes in
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when you need to see things you know
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that saying never judge a book by its cover you should
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and it turns out you already are it takes you less
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than a second to make a judgment about somebody you don't
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have a chance to say a single word in the fraction of a second somebody else is deciding
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if you're serious worthwhile And somebody they should listen to and there's so much that goes on to this namely
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Like the way you present yourself, your hair, your body language, your office, the colors on your slides, even the pictures on your website.
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And so when you think about selling people on something, there was a psychologist who actually ran this study, fascinating, showing two different pictures on a homepage.
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Everything was the same except the background picture.
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Some people saw clouds in the sky, others saw pennies.
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The people who saw clouds started paying more attention to what?
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Oh, soft, fluffy comfort.
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The people who saw pennies starting paying more attention to what?
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Money, small, my pocketbook.
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Think about how insane that is.
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The website actually never told them care about money, care about comfort.
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The background did.
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Now why does that matter?
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Well, the website was for a mattress.
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So by putting pennies anywhere near that website, or dollar bills it turns out, people would actually care more about the price than they would the comfort.
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When they put clouds on it, more people bought.
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This is actually called priming.
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It's something where your environment quietly tells your brain what to pay attention to next.
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And because of this, the setup before the sale actually matters more than the sale itself.
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And I want to tell you how you can control this.
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And also, I want you to think about one thing here.
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The next time you go to have a difficult conversation, maybe you should think more about what your setting is
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and how you're primed instead of what you're gonna say to the other person.
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I bet you win more often.
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Let me show you.
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Colors.
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So most color psychology online is way too simplistic.
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Blue means trust, green means money.
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It's not that clean.
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You have to look at the why behind the colors.
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For example, red, what does it do?
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You associate it with like a stop sign, an ambulance, blood.
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It's associated according to urgency and intensity and competitiveness.
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In auctions, red made people bid more aggressively.
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But in one -on -one negotiations, red actually makes people lower offers.
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It also matters the shade of the color.
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So the brighter and more saturated the colors were, the greater the arousal, let's call it.
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The excitement, the effects of a color depend on hue, saturation, brightness, all of it kind of interacting together.
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And here's your color cheat sheet.
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Bright saturated red, high energy, competition.
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Burgundy, restrained power, old line.
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Bright blue, energetic, modern.
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Navy, restrained competence, right?
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Bright green, growth, energy.
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Dark green, stability, wealth growth.
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See how it's like, basically, the brighter it is, the more energy, and then the same emotion, according to each one.
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The next one, if you want to get paid like a pro, you have to dress like a pro.
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And the best part of this is it really doesn't matter how attractive you are.
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I know a lot of people are like, pretty privileged, that is a thing, but that's not what we're talking about here.
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I'm not trying to get you to do a nose job and a facelift.
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A study from Princeton found that the same faces paired with richer -looking clothing were actually judged as more competent.
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And it depends on the context.
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So like, if you're dressing for door -to -door sales jobs in Ohio, that means you're probably going to wear a uniform that's really crisp and obvious,
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rather than if you're at a networking event and if you're in a uniform in New York, that's not going to fly.
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A good starting point is if you want to be in a fancy setting and be seen as luxury, that means natural fabrics, so things like linen,
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get clothes that fit, muted colors like white or black or navy no logos on any of these
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and get one really nice piece like it really shouldn't be a jacket it should be a watch
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or a purse
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that signals i'm successful here's my visual representation of it you
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can have a huge impact by the way you move your body
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so for god's sakes do not stand in a defensive posture
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if you're trying to get somebody to buy something from you no crossed arms no hands behind the back
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which signifies i might be hiding something Hands in front of you, you know, palms open in the beginning, signals trust, no slouching, stand up straight.
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Studies show this significantly boosts the speaker's persuasiveness, clarity, and whether they think that you're any good or not during sales pitches.
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You control the frame, you control the sale, and controlling the frame doesn't just happen by the way you look.
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You can have everything right, wear all the right colors, but if you lead right up to the delivery of the ask, and you mess up the ask at that point, nothing else matters
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and all the time you put into your appearance kind of
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was for nothing all right segment three i want to talk about the pareto lobe numbers
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so in this part of the brain it's responsible for processing
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numbers doing basic math my part of this brain sucks but
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when someone hears that your product costs for instance five thousand dollars
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or that you want this huge salary increase this part of the brain processes
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that number it has one major flaw though it can only evaluate a number against another number in isolation
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but let me show you something
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if i ask you do you want to buy something for 10k this is a lot of money why
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because i have no price anchor
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and the pareto lobe defaults to comparing it to zero
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so ten thousand dollars very far away from zero dollars
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so that's a lot but now let's say i give you ten thousand dollar offer
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or what about if i charge you a hundred thousand dollars Well, the difference between the two changes things, doesn't it?
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Suddenly, the 10K looks a lot cheaper, and you might pay it more easily.
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The number actually means nothing.
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It's basically the frame around the number and how it's presented.
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And so I want to show you three ways to use this to make more money consistently over time
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and probably sell more at higher prices.
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There are three frames I use around numbers.
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They look like this, and I think about it like a ladder.
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First, I want you to say the big number first even
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if it has nothing to do with your product for instance
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there's a salesman selling a 75k product everybody fighting him on
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price then he jokingly says now i know i can't charge you guys a million dollars for this
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and suddenly nobody was questioning his price anymore it's kind of a silly joke
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but it shows this really strong psychology principle
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that our pareto lobe needs another number to compare to
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so number two we are going to give them the compared to what
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or the versus So I talk about this in my book, Owner Be Owned.
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It's on page 40.
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Before you say the cost of the product, quantify how much the customer is going to make if they go with you, or how much money they will lose if they don't go with you, or how much money they'll save,
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or how much freedom they'll get, whatever it is.
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Now that you do that, the price doesn't seem so bad when it's compared to an even bigger gain or loss.
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Easy way to do this would be roofing cost, 4K, but man, if you don't fix it, $40 ,000 worth of problems in your house.
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So show them the versus.
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And then number three, what do you say after the number?
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I call this one the not a damn thing.
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Shut up.
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Here's why that's harder than it sounds.
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There's a study done that proved
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that people who don't add an argument to their offer have fewer counter arguments and higher outcomes in negotiations.
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So your offer should sound like, and the price is 20K.
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Are you in?
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Not, it's 20K because our competitive rates are this
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and we're going to provide that and we're going to do this in your business and this next thing.
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No, no, no. i would actually probably say something like
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and the investment is twenty thousand dollars are you ready for
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that and the bonus psychology hack
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when people look at a price they don't actually process the
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full number they only judge by the number on the left sort of
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so a lot of things this is why everything is priced by like you know 97 cents
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or 99 cents because 3 .99 feels slightly cheaper than $4 because of the left number bias.
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The crazy part is sophisticated people think, oh, that's kind of gross.
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I would never do that.
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They actually fall for it the most.
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So at this point, you've picked your number, you framed it right.
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You've done your versant, you've shut up, but it still doesn't matter if you can't deliver your pitch in a convincing way.
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You'll still lose the sale in a second.
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Let's talk about how to change that.
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segment four temporal lobe the language area of your brain this
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lobe is one of the main two you are using right now listening to me talk that's your temporal lobe
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and it's responsible for language processing it's also the reason behind why two people can seemingly say the same thing
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and you get two totally different results why
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because there are actually two parts to language there's what you say
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and there's how you say it and so some words work better than others and some ways of delivering work better.
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I've been giving presentations in boardrooms and on stage for nearly 20 years.
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I'm going to let you steal my homework, and we're going to hack the sensory part of the brain.
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Do's and don'ts.
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When you're speaking, I want you to get rid of what I call soft words, powerless words.
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These are phrases like, kind of, sort of, I think, I feel.
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They make you look incompetent.
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If you don't believe in what you're selling, why should the other person?
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This is, instead, what do you want to do?
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You want to have, really, like a lightning strike, powerful words this will you will next step second is intensifiers very
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so really honestly okay I think about these as fill in
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the blank words you don't really need them one way
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or the other what would I do instead let's get you some powerful punctuation right periods exclamation points
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if you need these very
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so really honestly your message isn't strong enough I want you to use stronger nouns
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and i want you to use periods
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and exclamation points i also want you to make sure you
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don't do the worst thing especially a lot of women do
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that i see
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which is call them filler words kind of looks like a
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butt it's not this is like like um like um instead
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what do we do not a damn thing this is your silence
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if you need to think instead of saying like um just pause, take a second.
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And the fourth is sorry.
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I do not want you to apologize or be overly polite.
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Instead, what do I want you to do?
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Instead of sorry, I want you to think they should thank me for this.
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I am providing a service that is so valuable they should thank me.
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I want you to realize when you overly apologize and you're too polite, you're basically lowering yourself in the value of what you have
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to say by prefacing it with any of these really make everything you say concrete.
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This is a good rule, because if you can't visualize it, they won't value it.
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So I don't want you to say things like, we have fast delivery.
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This is what I would call vague.
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Instead, I want you to say things like, it is going to be there by Friday.
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Specific, aka a date.
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Don't say, we're going to save you time and money.
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Okay, that's way too vague.
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Instead, I would say something like, clients who choose us, save on average, dollar amount
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or you could even go with something like hour x number
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of hours a month great it's easier for your brain to visualize
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and process specifics over vague premises
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and then i want to talk about this third one
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which is reflection this is one of the most powerful tools in sales
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if you use it correctly
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so in one study waitresses who repeated their clients orders exactly
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how they said it back to them got tipped how much more do you guys think 81
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so what do we want to do we actually want to
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mirror what our customer says we want to say almost exactly
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back to them the waitresses who paraphrased they only got tipped 61 of the time
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so you have to be specific
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and reflect back what the person said to you for this
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to work reflection plays off of this other thing called the
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psychology principle of consistency humans have this weird need to stay consistent in their identity
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and belief it's basically why people say i am a republican
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or i am a democrat and then only do the things
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that those types of people do here's how this works
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if you want to make money you have them express their problem in words
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and then you lead up to the sale with since you're experiencing exact words
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that they told you i know this is a fit for
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you all right here's the other hard truth it's not just
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what you say it's how you say it i think this
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gets broken down into five things i'll tell them to you now first we're gonna start with pace
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so this is all about the speed at which you create excitement
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or momentum slow down to make something feel more important you speed it up
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when you're excited and you want them to get ramped up right
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so that speed or pace of how you speak is really important what do you do
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when you want them to pay a lot of attention to you
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and really lean in you might actually lower your pitch then we want you to go into volume
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so you increase your volume as a signal of energy or conviction actually now that I think about it, I think this one and the next one are almost exactly the same.
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Originally, I thought there were five, but I actually think that these two are really similar.
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So when I was thinking about it originally, volume would be how much higher or lower you go.
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But as I thought about it for the normal person, you probably are going to sound weird if you try to change your pitch, aka, I'm really excited.
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I don't know.
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That just comes off as fake to me.
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You could probably put these two together.
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The other one that I use a lot that's really important, though, is Pawsits.
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this one's super painful but really important remember
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when i told you to shut up this is really uncomfortable i know
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but silence is actually a good separator from great speakers
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and everybody else then let's talk about intonation as the last one this one i use a lot
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which is basically to control
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which word carries the meaning this is the best option for
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you this is the best option for you this is the best option for you it's the same words
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but lots of different ways to say them and they give them different meanings.
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Before you say what you're going to say, ask yourself, what point do I actually want to make?
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And try to get your intonation to match that.
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The way you do it more than anything else is one P that we didn't put on there, which is practice.
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I had an employee that wanted to give a pitch.
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Something that we do when we try to do sales and it's called the heart close.
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And he went on stage to give the heart close, except dude's actually got a closed heart.
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He was not in touch with his emotions, and he's not in touch with his feelings.
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He was giving this really heartfelt story.
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But imagine if I'm like telling you a story about my father passing.
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And what I actually say is like, well, my dad passed away.
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And what happened is it was on Tuesday and it happened really quickly.
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And like my mom was really sad and our entire family had a difficult time with it.
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I feel nothing.
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But if I'm like, my dad passed away on Tuesday and my mom had a really hard time with it.
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Exact same words.
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But the only way you're going to get good at the
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second as opposed to the first is you're going to try it a lot.
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All of this assumes the one principle this entire video is built on.
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Next segment, the insula, which is called the gut in some ways.
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The last part of the brain that is arguably the most important for closing the sale is the insula.
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It determines what we call your gut feeling and tries to answer the question, do I trust this person?
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You will not sell if you can't build trust.
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I want to show you how to do it in a
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way that's going to blow your brain on how easy it
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actually is for trust builders in sales the first one my
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favorite maybe besides the last one is the anti -sale what
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does this mean this is the best way to increase trust with a client because you're actually not selling them on anything.
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I want you to believe in your product, but I promise you it's not right for everybody.
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So you could have the cure for cancer and you still shouldn't try to sell it to everybody.
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Why?
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Not everybody has cancer.
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This is where the anti -sale comes in.
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I want you to be honest with the person.
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You can almost tell in a second on their face if they're into something or not.
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You don't force it.
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And that way, even if you don't get the sale, that rapport can compound into referrals.
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It can compound into different product sets
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because you might be the first person they call since they know you're not gonna try to sell them on everything.
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Number two, I call the time waster.
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I don't want you to waste people's time.
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So many sales calls start with fake interest.
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Hey, Brad, how you doing today?
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How was your weekend?
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Enjoying the sunshine?
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It's a little hot in Austin, Texas, isn't it?
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Oh my God, shut up, what?
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Why are we talking about this?
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People with money don't like having their time wasted and they also don't typically like small talk.
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A way to build trust instantly is to get into it.
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Hey, Brad, great talking with you i know you're slammed i only want to talk to you about this one thing
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and get into it that's it i'm gonna keep this one
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short in spirit of the idea itself three people trust people
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who are like them this is another version of this mirror theory that we had previously in one experiment
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researchers found
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that simply discovering you shared a birthday with someone increased the
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person saying yes to you from 34 to 62 there's a bunch of other studies
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that have shown the same effect to close more sales now
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you don't have to fake a birthday although i for decades
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would send a notice out to people i really wanted to close
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and say by the way it is my birthday
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if you want to do something really special you could do x
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and i swear you'll one get a bunch of responses
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and two get a bunch of people to do it
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so do a quick search on the person before you meet with them do you share any interests
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that they post about do you follow the same topics on whatever social platform then
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when it naturally comes up you know what to talk about
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in fact one time i got profiled by a con man
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who used to be a CIA agent this is a true story
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and it's ridiculous and I remember my like spidey senses going up at some point
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because one of my favorite authors is Christopher Hitchens he was
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like I was reading Hitchens the other day I was like I love Christopher Hitchens he's like oh great
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and then I was talking about something else
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and he goes yeah I'm really into lifting weights
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and you know my wife and I do that a lot
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and I like to lift weights so okay that's that's cool
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and then he was like you know my favorite book of all time
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and then proceeded to list atlas shrugged one of my favorite
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books i was like this is weird like we have too much in common
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and then the guy proceeded to steal hundreds of thousands of dollars from me
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so it works even in the bad sense the next one
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i want you to think about the law of reciprocity
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which i swear so many people know but not enough use
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which is give before you ask the more you give the
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more you are going to get it doesn't have to be
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physical you know you can give a free pen at event
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that's not going to do it it really should be something
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that feels unique a small note
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that you send them an interesting piece of information tailored to
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them the more you can give the more trust you build
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and the higher the chance the person will buy from you
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get these four trust triggers right you're going to close more
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about just anything you want in life these topics aren't something you watch once
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and master this is something you have to study over
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and over and put into practice so i got something for you
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if you want to talk to one of my advisors who have helped thousands of business owners with their sales
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and help you grow and make more money, then click the link right here.
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We will get you on a call.
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Vocabulaire et conseils d’expression pour cette leçon
Cette vidéo contient 395 phrases et 4690 mots à répéter en shadowing. La partie parlée dure 23:26. Le locuteur parle vite, environ 200 mots par minute : attendez-vous à des liaisons et à des sons réduits. 87 % des mots font partie des 3 000 mots les plus courants en anglais, le vocabulaire est donc facile à suivre.
Vocabulaire clé de cette vidéo
15 mots de la vidéo à retenir, avec leur prononciation et leur sens :
| Mot | Prononciation | Sens |
|---|---|---|
| pitch nom | /pɪt͡ʃ/ | tir, jet |
| psychology nom | /saɪˈkɑ.lə.d͡ʒi/ | psychologie |
| convince verbe | /kənˈvɪns/ | convaincre, persuader |
| segment nom | /ˈsɛɡmɛnt/ | segment |
| cloud nom | /ˈklaʊ̯d/ | nuage |
| comfort nom | /ˈkʌm.fət/ | confort |
| principle nom | /ˈpɹɪn.sɪ.pəl/ | principe |
| emotion nom | /ɪˈməʊ.ʃən/ | émotion |
| vague adjectif | /veɪɡ/ | vague |
| topic nom | /ˈtɑpɪk/ | sujet, thème |
| mirror nom | /ˈmiɹɚ/ | glace, miroir |
| silence nom | /ˈsaɪ̯ləns/ | silence |
| bonus nom | /ˈbəʊ.nəs/ | bonus |
| compare verbe | /kəmˈpɛɚ/ | comparer |
| steal verbe | /stiːl/ | voler |
Les verbes à particule que vous entendrez
| Mot | Prononciation | Sens |
|---|---|---|
| shut up | /ʃʌt ʌp/ | tais-toi! informal, taisez-vous! formal or plural |
| go up verbe | monter, s'élever | |
| turn out verbe | se finir, se terminer | |
| break down verbe | tomber en panne | |
| come off verbe | se détacher, se décoller | |
| come out verbe | /ˌkʌm ˈaʊt/ | sortir |
| come up verbe | se montrer, sortir du bois | |
| figure out verbe | cerner |
La grammaire de cette vidéo
Les structures que le locuteur utilise le plus, avec les mots exacts de la vidéo :
| Structure | Dans la vidéo |
|---|---|
| Phrases conditionnelles if + proposition, will/would + verbe — une condition et son résultat | If you understand this, you will never · if you can't visualize it, they won't value |
| Propositions relatives who / which + proposition — une précision sur une personne ou une chose | lobe, which is · somebody who doesn · brain, which is |
| Voix passive be + participe passé — l’accent est mis sur ce qui arrive, pas sur qui le fait | are asked · are left · is actually called |
| Present perfect have/has + participe passé — une action passée qui compte encore maintenant | have personally sold · have done · they've already decided |
Prononciation à surveiller
Le locuteur utilise 104 contractions et formes réduites, comme you're, don't, I'm. Prononcez-les sous leur forme courte, telles que vous les entendez.
- Les sons « th »: clothing /ˈkloʊðɪŋ/, thirty /ˈθɝti/, mathematics /mæθ(.ə)ˈmæt.ɪks/, worthwhile /ˌwɜː(ɹ)θˈwaɪl/
- Les sons « sh » et « zh »: emotion /ɪˈməʊ.ʃən/, reflection /ɹɪˈflɛkʃən/, negotiation /nɪˌɡəʊ.ʃiˈeɪ.ʃən/, trash /tɹæʃ/, sheet /ʃit/
- Mots longs — placez bien l’accent: psychology /saɪˈkɑ.lə.d͡ʒi/, experiment /ɪkˈspɛɹ.ə.mənt/, apologize /əˈpɑləˌd͡ʒaɪz/, psychologist /ˌsaɪˈkɑl.ə.d͡ʒɪst/, negotiation /nɪˌɡəʊ.ʃiˈeɪ.ʃən/
Comment s’entraîner avec cette vidéo
- Écoutez la vidéo en entier une fois sans parler et notez les mots que vous ne connaissez pas.
- Commencez à la vitesse 0,75×, répétez phrase par phrase, puis revenez à la vitesse normale quand cela devient facile.
- Enregistrez-vous et comparez avec l’original, en faisant attention à des mots comme pitch, psychology, convince.
Qu'est-ce que la technique du Shadowing ?
Le Shadowing est une technique d'apprentissage des langues fondée sur la science, développée à l'origine pour la formation des interprètes professionnels. Le principe est simple mais puissant : vous écoutez de l'anglais natif et le répétez immédiatement à voix haute — comme une ombre suivant le locuteur avec un décalage de 1 à 2 secondes. Les recherches montrent une amélioration significative de la précision de la prononciation, de l'intonation, du rythme, des liaisons, de la compréhension orale et de la fluidité.