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Influence, Persuade & Sell
Mastering the 5 Secrets to Influence, Persuade & Sell with Sergio Zambrano The Success Mentor
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The Secret of Generating Trust
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Sergio Zambrano The Success Mentor
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Mastering the 5 Secrets to
Influence, Persuade & Sell
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Is from the Norwegian word
The word SELL Is from the Norwegian word ‘Selje’ which means “to Serve”
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The Secret of Generating Trust
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Other’s Map of the World
You will speak into their listening
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LISTEN…
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JOT Down your limitations…
Now Pause – no more than 10 to 15 minutes JOT Down your limitations…
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Everyone has a preferred language and non-verbal cues…
Because of this – misunderstandings and disconnects frequently happen!
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What is their preferred language?
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People don’t respond to reality. They respond to their perception
of reality.
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Most Communication is…
55% Body Language 38% Tonality 7% Verbal
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VISUAL – I see what you mean
AUDIO – It sounds good FEELING – It feels right LOGICAL – Facts and figures
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What looks best to you... How it sounds to you... Your gut feelings… or The information being presented…
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Selecting music to listen to…
Selecting comfortable clothes… Choosing furniture that looks good… Having a logical discussion…
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The overall color scheme and décor…
The sounds in the room… The room's comfort level… If the room is organized and neat…
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Discover your perceptual preference…
Now Pause – no more than 30 minutes Discover your perceptual preference…
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Audio... Visual... Feeling... Logical...
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Eye Gaze Method
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“Imagine how profitable this product will be
“Imagine how profitable this product will be. It is easy to picture how fast it will fly off the shelves.”
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“This product has proven to be so sound, it will be music to your ears when the profits start rolling in.”
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Formulate the same sentence – with FEELING and COMFORT
Now Pause – no more than 5 minutes Formulate the same sentence – with FEELING and COMFORT
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Sample Words - Visual & Auditory
Hear Listen Tune in Silence All ears Resonate Sound Make music On another note Melody Roar Visual See Look View Picture Imagine Focus Show Appear Paint a picture Reveal Take a peek
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Sample Words – Feeling & Logical
Know Change Perceive Process Think Learn Understand Consider Without a doubt Figure it out Question Insensitive Feeling Touch Feel Get hold of Tap into Grasp Throw out Solid Slip through Hand in hand Pull some strings Hard
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Finish exercises on pages 9-16
Now Pause this video Finish exercises on pages 9-16 30-60 minutes
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Non-Verbal Communication
eye and facial expressions body movements posture gestures tonality and pitch
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More Non-Verbal Communications
proximity speed of speech and movement breathing physiological changes
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Gestures… Overall stance… Speed at which they move…
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Steeples, Clenching and Gripping
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Confidence? Know-it-all?
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Holding back? Time to move on?
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Go away?
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Finish exercises on pages 17-19
Now Pause this video Finish exercises on pages 17-19 30-minutes
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Positive Body Language
Much Easier to Read
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Recognize the signs. You will have the information you need.
Quickly assess and act on the right opportunities!
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Spend 80% of your time with clients who love you, love your products and want to keep buying from YOU!
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REMEMBER People do not respond to reality, they respond to their "map of reality" which is how they filter, delete and distort information. Understand the perceptual system of your client through observation. Learn how to interpret non-verbal communication Minimize your time with shoppers and maximize your time with BUYERS!
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IF YOU WOULD LIKE TO TAKE A SHORT BREAK
NOW WOULD BE A GREAT TIME.
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Welcome Back!
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The difference between matching and mirroring…
Deepen the Connection! Match and Mirroring The difference between matching and mirroring… Mirroring is when you are mirroring exactly what the person is doing and saying. Matching is when you closely match what the person is doing and saying.
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UNDERSTAND the IMPORTANCE of PERSONAL SPACE
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Other Ways to Match and Mirror
Breathing Tone and Volume Facial expressions Talking speed Movement speed Hand gestures
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LISTEN TO THE DIFFERENCES
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Do Not Match Anger
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PRACTICE – PRACTICE - PRACTICE
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RECAP Learn which perceptual system your client uses
Notice facial expressions Observe speaking & movement speed Imitate tonality, unless yelling Imitate hand gestures Scan all non-verbal communication Match and mirror all verbal and non-verbal cues
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RECAP Use heightened observation to scan non-verbal communication
Match breathing and tonality Be subtle Observe and note the feeling you have once you have established rapport and gained trust Be genuine
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Remember… there is no such thing as failure – only feedback!
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Thank you again for joining me.
I hope you are excited about your new skills! By now you are feeling much more confident than when you started this program. I promise - the more you practice, the better the results. When you are finished with the entire series, you will influence the world around you! Congratulations for doing what it takes to be your best! I hope you are excited about your new skills! The next module… Secret #2 - The Power of Asking the Right Questions adds another layer of skills that supplements and strengthens what you have learned here today!
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The next module – The Power of Asking the Right Questions adds another layer of skills that supplements and strengthens what you have learned here today!
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