Overcome Objections (5 Simple Steps) Persuasion Sales Skills

By Michael Bernoff | people have read this article
09 Sep

What You’ll Learn:

You have choice words with how you explain things to people. When you explain things to people in a way where you give them words that actually automatically mean something, you make your life easier and your sales go up.

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Transcription:

Michael Bernoff SpeakerSo what I want to do is talk to you about a couple of words. Now I know a lot of us are in sales for sales. You’re in direct sales companies. You’re in marketing. You’re working for yourself. You got your own business. You got a lot of stuff going on. So you have choice words with how you explain things to people. But my question is, are things different? When you explain things to people in a way where you give them words that actually automatically mean something. Is that if you decide to notice how to use these words, you’re gonna have to start using these directly yourself. So I encourage you to write down a couple of these. And, just by writing them down is not going to get you exactly where you want to go, it’s only gonna get you to start to know what they are. It’s the application of them that is gonna make all of the difference in your life.

Now -and did you notice I use the word “now” right there? And “now” I share with you. I used the word “now” and it didn’t really need to be noticed. But if you go back and listen to what I just said, I don’t write right down exactly what I just said I said something to effect that you’re going to do something “now” and then I moved on to the next sentence. So my question for you: is the “now” at the beginning of the last sentence or the beginning of the next sentence?

The word is “now”, and I talked about this in Your New Vocabulary, is very, very powerful because it’s a word that actually states a set pace of time -which is “now.”

So, what I want you to think about is this word for a second: the word “most”. Most – M-O-S-T most. When I said “most people do something”. Does that mean to you 20% do and 80% don’t? The word “most” means a majority. So if I said, “Most people do this.” See, when you say “the majority” you’re using a word that “the majority…” Then they’ll want to know what the majority is. But immediately when you say the word “most” you pre-supposed that means the word ‘majority’, for most people. You already used the word “most”. Most people do (blank).

Some of the greatest recruiters that I met in direct sales and with network marketing, typically when they go to enroll someone, they use the word “most”. They say, “Most people purchase this package.” The second you say to “most people”, you could say the majority but the majority they may ask you, “what percentage?” But if you say “most people do (blank)” they know that 2 out of 3, 1 out of 3, 70% or 80% use this.

Now, how hard is it to use the word “most”? You can say most people meet with me because this is happening in their lives. So, the power in the word “most” is very simple. You wouldn’t think much of the word. It doesn’t look like much when you see on paper just a couple of little letters. But the word “most” has weight behind it. That means something in the words of majority, a larger percentage. It means more than just what you say.

If I say, “Everyone that I meet does this.” They all gonna say, “Okay that’s great but what if I want to do differently?” The second you say the word most, it pre-supposes something in someone’s brain. Word number one tonight is the word “most”. You have to begin, if you’re marketing yourself, to understand that “most people ask this question.” “Most people do this.” “Most people come into the business this way.”

The second you start to use this, you will know that you have now done something powerful. You have separated ‘them’ from a different group of people and you realized where the most want to be. If someone says, “most people do this, you probably gonna want to move towards it.” So, I encourage you to start using that word immediately. Write it down “most”. Now.

So why would you want to use the word “immediately.” Immediately. Why would you want to tell somebody that it’s immediate like “immediately”. What does “immediate” mean is? Is there any way of messing up the word “immediate”? What does “immediate” mean? So the second I signed you up for this “immediately”, we can start training and you can start making money. When does the word “immediate” happen?

Crowd of People
Right now. Right away.

 

 

 

Michael Bernoff Speaker
Right away. So, why would you want to use it? You can say most people I meet immediately make the decision of what they’re gonna do. So, I would say, “most people immediately make a decision.”

Huh, what just happened?

Let’s break down that sentence for a second. Most people immediately make a decision. Is there anything interesting about that sentence? Most people immediately make a decision. Is there a difference between a statement and a command?

Let’s talk about this, that statement and command. What did I say? What is the thing I said again? “Most people” who am I talking about right now?

Crowd of People
Majority.

 

 

Michael Bernoff Speaker
Everybody else but whom?

 

 

Crowd of People
You. The person you’re talking to you.

 

 

Michael Bernoff Speaker
You. “Immediately.” And, what are my next words?

 

 

Crowd of People
Make a decision.

 

 

Michael Bernoff Speaker
Now when you say “make a decision” -”immediately make a decision”. Are you giving a command that they don’t see?
Let’s break this down one more time.

This is very fun folks.

Most of you about to learn something you’ve never noticed that has happened to you. Has anyone of you have ever bought infomercial products before? If you have say, “Yes!”

Crowd of People
Yes.

 

 

Michael Bernoff Speaker
Okay. This has happened to you. You did not know it. They were using embedded commands. What kind of command? Embedded.

 

 

Crowd of People
Embedded.

 

 

Michael Bernoff Speaker
Now, can you see things are embedded in something?

 

 

Crowd of People
No.

 

 

Michael Bernoff Speaker
No. It’s embedded in there. It’s inside. It’s like do you see the foam inside of your mattress?

 

 

Crowd of People
No.

 

 

Michael Bernoff Speaker
It is embedded in there. It is embedded. You cannot see it. So when I say, “Immediately make a decision.” How many of you do have an issue if I were to say, “immediately make a decision now.” That’s kind of pushy isn’t it?

 

 

Crowd of People
Aha. Yah. Yes.

 

 

Michael Bernoff Speaker
But what if I were just to say, “Most people that see this immediately make a decision now.” Now why would you want to do this folks? What would be the benefit of this?

 

 

Crowd of People
To get results you want to get.

 

 

Michael Bernoff Speaker
Okay, how many of you saw that right away? Now, granted I said it 50 times. How many of you, be honest, heard me say “make a decision” and that’s all you heard. Anybody?

 

 

Crowd of People
I made that decision because I didn’t want to be in the minority. I wanted to be like most people.

 

 

Michael Bernoff Speaker
She wanted to be like everybody else and that’s how you buy things. But then, immediately after I said that, I said, “make a decision.” So I said, “most people do this immediately.” That’s not good and powerful as I said, “Most people immediately make a decision.” The second I say, “Make a decision.” I gave you a statement. “Most people do this.” But then if I say to you “immediately make a decision” I’m also then commanding you to: “buy now….buy now.” And you don’t even know what it is because you don’t want to be unlike “most people”.

So what I want to all of you guys to understand tonight is there’s more than more than the words. It is the way you used the words.

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