- Sifu, do you wanna do the last one?
- Powerful questions.
Why are questions so powerful?
'Cause questions hook
hook the mind.
They hook the mind, right.
There are many, many questions like,
this is not high ticket closings,
I'm not gonna go into all the questions,
but there is simple questions,
so two simple, simple fundamental questions, right.
First is closed ended questions,
a closed ended question, so open ended questions, okay.
Closed ended questions are questions like,
you'll get a yes or a no.
Okay, yes or no,
meaning, "hey did you get lunch?",
it's a closed ended question,
it's either a yes, "Hey, I ate lunch",
or "No, I didn't eat lunch", right.
"Did you see that movie?", either a yes or no,
that's a close ended question.
Now open ended questions are questions
that are, think about like, it's open up people, right.
It opens up the conversation,
that's why it's open ended questions.
And there's a lot more possibilities
that people can expand, people can talk about
and take one question, expand to a much longer conversation.
That's an open ended question.
Let me give you some example.
So, good question to ask.
For xtc this would be very very, you will know this already,
it would be like a good reminder.
Number one, how does that make you feel?
So, it's not a yes or no question.
It's like "wow, that makes me feel this way."
That is an opening question.
"What would that mean for you?",
"What would that mean for you?".
Open ended question.
"What would it take for us to work together?"
"What are you looking for?"
It's a discovery question, right?
"What's holding you back for making this decision?"
"What's holding you back for moving forward today?"
That's an open ended question.
You will collect more information, more data,
right?
More information, right, to give you more clarity
exactly what you need to do pursue the prospect,
to go to the next step.
Does that make sense?
Oh we have a bonus!
- Are you kidding? We have a bonus!
- A bonus! A bonus!
- Secret number eight, persuasive words, who's excited?
- You will love that.
- Yes, yes, I got you!
(laughs)
- So some persuasive words
- Steven?
- Let's go through it.
So, number one is the word BECAUSE.
Whatever you are in kind of a selling situation,
you always want to use the word BECAUSE.
If you just add the word BECAUSE, it actually makes
you more persuasive automatically.
You dress better, right, start using more persuasion
rather than just hard selling, right.
Get people to come to you rather than push them, right.
You add all these right things all together
and it makes a big difference, right.
So, first one is the word BECAUSE.
Whenever you are asking for something,
social experiment goes like this.
Very quickly, right.
People standing on line, one person,
and then what happens is that when a person wants
to cut a line and they don't use the word BECAUSE.
Here you say: "hey, can I move in front of you?"
Right?
I don't know the exact percentage,
but basically a very low percentage
of people will actually let them go.
Right?
As soon as you use the word BECAUSE,
"hey, can I cut in front of you because I am in a rush
"to get my kids to whatever whatever"?
As soon as you say one little word,
automatically I think it's something like 90%
of people will just say yes, will be okay with it.
That little thing makes a huge difference
Real life example, right?
I am in a leadership position on the team,
wherever we have something that's shared,
a vision that's shared, like a new project,
we always have to share it with the team
because I can't tell someone, "hey go do this!",
they are not been persuaded, right?
As soon as you use the word BECAUSE, it makes it
much more acceptable, they understand
"oh, that why" and then they go and do it.
Makes sense so far?
- And, the powerful thing is Simon Sinke talks
about this and start with why, people don't buy what you do,
they buy why you do it.
- Hmmmmm
- If we think about why you do it.
So,
so in a marketing context,
that if you're gonna do
any kind of discount, it always more powerful
to tell them why we're doing this special.
Right?
Why are we reducing the price,
it makes it much more powerful
then "oh, we're going to give you 20% off", right.
People will be like "hmmm, why... is it something wrong
"with the product, what's going on here?"
you will do the same for me.
- I love this one.
- This one is actually...
I read a study about this a while back
and I started using it like right away,
it was insane.
So here is the context, when you do this to someone else
you do a favor for them and they say "thank you",
instead of saying "you're welcome", you say
"you will do the same for me."
So that triggers what's called reciprocity,
which is one of the six weapons of influence in
Robert Cialdini's "Influence Psychology and Persuasion".
By the way, amazing book, it's like a bible,
like think about it.
- It's a good book
- And, people always say yes I will totally do the same
for you.
Like I remember one time, like, I hooked up my buddy
with something and he was like "thanks man"
and I am like "dude, you would do the same for me",
he was like "yeah, I totally would".
That's a completely different response than thank you,
because they are out loud agreeing
that they would do the same thing to you.
So in the future if you do go to ask for a question,
or ask for a favor or feedback, or need help with something
they will be more inclined because they already said
they would and human beings are very very strict
on maintaining their image.
Imagine if you're trying to lose weight and then,
you tell all your family and friends, "you know what,
"I am going to lose five pounds",
but then every single day you're eating chocolate cake,
what are they gonna think?
Oh my god, you freak out because what are they going
to think of you.
So, you're going to do everything you can
to lose weight before you see them the next time
because you want to stay consistent with your words
this is the exact same thing.
- IMAGINE.
Very powerful word, when you use the word IMAGINE.
I use this a lot on my YouTube videos.
Within my YouTube videos, I use IMAGINE the word a lot,
because again, goes into the story
and tell them the things they picture in their mind,
right, very powerful word IMAGINE.
I want your advice on this, right, people like
to be helpful to others, not everybody
but most people like want to be helpful to others.
So, you ask some here: "I want your advice on this",
you say okay, right, people want their opinions
to be heard.
- People love giving their opinion.
- People love giving advice, right.
So, when you ask some here "I want your advice.",
"okay great! Let me tell you my advice,
"let me tell you all my prospective."
"Let me give you all my opinion.", right.
It's very very powerful.
In business, that's a powerful term.
If you want money ask for advice.
So, you're trying to, if I am trying to raise capital
I will not go to someone and say, like someone who has a lot
of capital.
- Yeah I hear you.
- I will not say: "hey, would you want
"to put $10 million in my deal?",
they're like: "What the hell", right.
- No, you don't do that, you don't that.
- What's going on?
I will say, "I know you're a very successful business man,
"you have a lot of experience, I want your advice
"on this, this is a product I am trying to launch,
"this is a business I am trying to launch,
what do you think?"
and you're like you're looking at this,
and looking at this.
Now you're emotionally involved and tell me more.
And you're like, "this is an interesting deal", right.
Well, you wouldn't want your investors do like
this "yes I would, yes I would.", right.
So, in business we use this term right,
ask for advice.
If you want money, go ask for advice.
If ...
(laughs)
If you want advice, ask for money,
meaning you will get your ass kicked.
You will learn a lesson.
- It's not the kind of advice that you want.
- Yeah, you will get some advice, that's exactly what it is.