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It shows twenty four types of closing.
And what we will do today is in this session we will work basically on objects one wishes start from Page ninety five. Page one ninety and one line and one.
If you don’t have if you need to if you want to by just walk walk just sign up if you don’t absorb what you can follow in that fashion so if I go to page ninety seven.
It says I don’t know your company.
So once a client says I don’t know your company.
Which is here. What does it mean.
So somebody can search arms and.
So the client means Who are you.
And our client have found that purely emotional objection like one quickly uncovers the insecurity of average said person so if somebody would say I don’t know your company people would feel like they are not known. Saw as action.
From an average says a man and he would think no you don’t why does no one like me. And the action he was Dick it would become defensive Waffen and ultimate been out of the court.
The idea is that.
If you flip the page if you have the book if the page. The flip the page will say
Fantastic that’s exactly why I have called you we are. And you give open a statement or unique selling point.
That’s about to start the superstar salesman will sink you well in a minute or so the mindset of a superstar salesman when I tell you oh shit mean I don’t know you.
So you don’t say how it comes. Your mind set will be.
You would know me in a minute. And understand that speak with the former are motivated from the inside out only after service men are affected by this kind of comment why is this particular.
Opening would work fantastic That’s exactly that’s exactly why I have called you we are this won’t work because it reframes a client expectation of how salespeople behave.
It is both Steve and I’m using it was never any objections anyway.
So when somebody will say oh Marianna we don’t know you what you are saying
fantastic That’s exactly why I have called you
I am doing this and this.
The exams and you come and. You have a space and the music speech if you have the orc walk to be able to write your comment so your comment here should be we are the we are the ones.
PREMIER What you have to you should write here oh about your order about your own business.
I don’t know a business.
So what what you write most of.
So you know how come you’re you know.
If you remember the discussion we have around our workers. Premier few members are scheduled but I’m aware of what we’re premier will be one which will which can be as we are separate mare courts or I am award winning.
Business coach or I am the. Only was to kind of Western Canada certified.
OK So Premier I was only one is very.
If you want to go also as other ones so we did one.
Is that any other one you want to run this test you want to read swords and see how we can. Be taught from ninety seven of two one ninety one.
You like to become another one.
Week of one Q Which one’s on the other eleven Q.
Which one of these.
Which one do you Mark.
You know which one.
OK so this bridge one zero nine.
So I am happy it was my concept liar Thank you.
So what the client means.
I get these calls all the time so the meaning of I am happy with my current suppliers means it is a club when you talk about the right objection it means it is a client mindsets I get these calls all the time.
OK clients have found that small salespeople have no useful answer to this objection they often use it without any consideration as was are they really happy or not.
An average salesman says Person everything has a sub already why do I bother with this job.
The action bill out of the call or the challenge for the weakness in the client existing relationship. This usually dissolved into confrontation should we confront our client.
OK Now how do you map this so maybe for Marianna understanding that people say I am happy with the current to hear that I have or I’m happy it was a kind of shock or techniques or how.
Can you suggest how your answers.
Which what I say.
OK so I can give you here one one of two scripts one of them would be great I am not asking you to change now merely consider consider building a relationship.
So when I say great and I am not asking you to change now means what.
Not someone so you still has a conversation going
another way to get hundreds if you say many of my as our clients.
What means of clients. Muzi have other people business told me the same thing.
They we’re also working with existing suppliers before they realize that our service but effect perfectly complemented what they were already doing I’d like to get together and show you how.
You just up there for V.I.P.’s and you guys I work for is out of work. Many of our clients told me the same thing so by this statement means what it means I have clients and you are not alone so sure Mary remember this.
Emotional no discussion. You always say and here you reframe. So many of my other clients told me the same thing they were also working with existing suppliers before they realize that our service perfectly complemented what they already doing I would like to get together and show you.
How they should be able ins and wants to continue.
What help me
so a sales a superstar will say but really we we will see about sex. Understand it has been estimated that five percent of the clients are generally happy with their current supplier but most are one tell you until we have got significant amount of trust on the board.
Because Andy and I found out that because when you go around nobody wants to be seen like forty two nobody will come and say all our suppliers all we are looking for a new supplier. Because they with a will it is a trust this work because it does not a challenge or threaten the existence of liar relationship it to respect the client decision it changes now is an embedded command use inclusive approach with the award compliment so when you say I have I will I would have perfectly complimented this is one of the power words which you need to be used in this particular script.
So what you should have and you have not.
As you should become.
One of this opening and to continue the dots
so and for example at them too and and show you how how what.
This will be how what
one page want and.
So what in the business are business wise.
Or how mind heart alignment will boost your resume
Is there anybody doing the same you do wonder why you whine whine whine all you know.
Now because it’s your deal I took when I did when I called she was you it’s you you are the only D.N.A. in certain circles of law you are the only the only some here was just not. So when you up which is a client especially in sort of us. You have to find why it’s only me when the evil deed was May’s idea it was me you can find this learning so many places but you will not get the outcome from it away from me because I know how to extract the most out of it because meets one without the sex so when you are point your client with your service you have to be able to position yourself that’s it’s you’re delivering this service what give it wow factor.
So it’s not because it is because you is the one combining the two like it’s more sense combining the two it will be different you have a German flavor That’s right.
So when you are when you try to scrape to scrap to hear the language. The language will be words.
Why I am except why you have to war was me.
And nobody has similar similar experience as you and nobody has a say in learning and voice as you
make sense can you script statement.
And read it for us.
To do on motion.
Can you script one hundred requests.
You know I want to I want to exam to be able to use this language. So you can read for.
You not it from the beginning to do my.
I make your.
So you may want to modify this because you will be about as business coach and so I was out there there’s actual B I’m happy was my kind of business coach.
So it’s a many of the other clients told me the same thing they would are working with existing business coaches before their allies that’s my service is perfectly complemented what’s. Already doing.
And I’d like to get to that show how my put my how how whatever your afternoon so in the north you should sit spends the time and the Customise this opening. And the hardest part is you know what I.
Mean what I say I’m not an unwise English and Guy but they can read it I can figure I was the most important things and I can use different language different words every time but I know how to overcome this objection it helps you sure.
You want to because someone else can pick another.
Objection from the list.
And I pick up objections which one can be quite as and you.
Know now we are here to just try to figure out how we can get this objection.
What are the scripts so we will have our sessions are exactly what.
They’ve got one from the list you have and you can check the list is from page one thousand nine hundred ninety one so you bit already once all the other people did not pick one which one do you like to.
With each other which of which one which bridge. Which makes.
One for three
we have just bought one of those.
So what the client means when they say we have just bought one of those or I’ll just subscribe for another service.
Or for another quarter what does that mean.
We’re not going to bid you one for three
we have just bought one of those.
We already have a supply are so we have no need.
That’s right. People often do look at things in black and white terms such as right versus wrong versus down and the need versus no need.
In any case dissemble objection gets rid of ninety percent plus of serves an amazing that’s you guys get a very hard to reject.
Every service person or say no one ever need me how come I never lucky.
Action leaves a call I’ll leave court a loser or fight with a client or the validity of their recent precious would like what would you listen to someone who doesn’t know you your business telling you you have not made the best decision when you listen to somebody like that.
If we want to talk of ourselves a superstar.
So superstar will start and say I’m sorry we were not there to help you as a time.
There is a of my form I called was actually to.
Sell superstar was saying Great so my information about you being a potential client was right because he already bought a clipboard thing. Which again is a closed door now would be foolish all clients at some point assess the solutions they have implemented the logistics of the purchase and the impact of any change building a relation now our sales superstar in a poor position when doubt or future need comes along. Because you cannot do much if they already close their really close.
Why this is will work I am sorry we were not there to help us at the time the reason for my code was actually to.
Hear you take responsibility you take time that’s what the event into the past and to move to the conversation forward if that plant object against it will more than likely be different objects sions example money
so if somebody said we bought we bought one of those as would you like to build a relationship you could obviously information in your C R M I hope which one of you has a customer relation ship management program and you are scheduled to call him up to see how he is happy with his column solutions so he or six move some superstars who are also.
May ask for it for if they do know somebody else in the market looking for similar. Sort of.
Some said superstar will ask What makes you bar is this party to Konar solution for this particular plan.
Because if I know why he bought more of this the same line of the same product from somebody else I know what I’m not offering.
So when somebody say oh we just sign up with us we’re so why make you sign up why the makers of why did you like about this but up to buy and you start to ask questions to get one.
More this is a record that we don’t put information in this report of business intelligence because if you don’t know why somebody boards alternative product yours and how it can lead you are not aware of it. You would be able to have intelligent information about what makes this client to regard to buy your.
did you find one more objection.
There was one by the way can you send me more information I remember there.
Yeah which one is it if you find a vigil number you can.
Send me let the chips.
OK send me letters means what you.
Know means you as a business must have what.
Must I have little it shares to send. So when somebody asks you to suddenly more information or certainly more letters about your products you must before making a phone call having worked.
With this charity in a B.D.’s format. And. We have lots of discussions about what the letter shows you might you need.
So you don’t never call and you’re asking for more information you say oh yeah I will spend one week to do it because that would be called. Usually how long what was a time what’s the right time between this form this call said need a lecture and action to two cents of which are.
Five ten minutes fifteen minutes is not one day OK.
There is another one I would bring it along if I if you can help me find example for it which is oh I did not receive the literature so after we censor teachers and then what what what happens the customer will not call so when you send somebody to search or only just a guy you should ask for when you can follow up I will send you the question when should I call you back
in a week so we call him in a week. And you have to make sure you call him in a week.
Or week is seven days like if you took Monday so you say don’t say you know we can say so can I book Monday or you have to be specific morning or afternoon.
So let’s just look at the Send me the future as you said you were trying to hear what client means go away
client have found that this is a really easy way to get rid of salesperson. Who are more than willing to send emails at least. Because it gets them off the phone.
While they are. Why they are doing.
And if you are in tears and you and somebody will say oh it’s not because we need so many people out of the four anymore we go live to just meet up or lease events and stuff oh I’m interested percent you mean send me more information.
How many of us will go back and the daily emails information so if I can say do you have information ability like can you send me more information in your technique you have information can you send to me when you go home
to see me but you my ear should it should should have the same want to talk about the shirkers he should have more information about why this technique would work if you remember this for people.
If you remember this for people who is looking for information which one of these will be someone looking for information. When you process sometimes relations because sometimes. When we talk about the sixteen characters its characteristics of the sixteen types of buyers some of them are tribes some of them who need to get their friends or separate spouses to decide with them because I don’t the leadership. So this is are the two one year process but this is out of the top usually ask for literature so you must have and if you say yeah I have a blog e-mail thems a link of the blog like it I prefer to have like information sheet which should have also frequently asked questions at the end.
But if you have blog. You can send Yeah you can send an e-mail was a blog No it’s not a big deal just a bit of this.
On page one forty one sixty four.
A superstar will say I certainly will do that. And I am pleased that you are interested in our company this is an optional statement.
Or you are interested in my technique or in my business based on your company or your other service as you may expect we have a large amount of company that we have a large amount of company read literature.
In order if that’s exactly meet your needs what they like to do is to ask you for your questions
coming to meet with you.
And from that I would be happy to select the information which matches your needs.
Did I send any literature. I’m asking for.
For me to show I’m not sure what’s blood is your eyes are there my mistake not to look it up before this meeting but if you serve already or maybe of one of the shutters we don’t know. Much but you may want to come and say Oh but I want to really know where what is the area of the play and know what is the area of the pin or what exactly you suffer from where is the exact been so why you don’t come for a free assessment because you are free assessment you know so somebody will ask you Can you send me more information on the camera or the technique.
You can say yeah it’s great I certainly will do that so he confirms that she will do that. And I’m really and I’m really happy that you are interested but we I have lots of lots of material which is you do. So for the best way to serve your needs you can ask more questions or you can say OK so what about you just come so I give you enough I will be more concerned of your time and I’ll give you enough material. Which only you need so I will not and this will not cost you anything because you already.
Provide this particular. That this makes sense.
A superstar sell superstar will sing most of my combat or would miss out here so this is a great opportunity
most serious a superstar will think what most of this competitor will miss out here so this is a great opportunity.
An average sales man will think yes OK I will send you yes OK I will send you one hundred but.
I seriously want to start understanding letter as you stated you would be more likely to end.
Or end up in a pen or in the garbage client buy based on the problem challenges and needs.
Failure to take the time to understand this buys only a ticket for the lottery.
So you have to be a superstar when I say send me more literature.
Definitely I will do that but I need more information and I keep the conversation going
OK in the past it was difficult for you to practice but right now it’s easy because you can have your form you can record yourself on your phone sit where you are. Just write the script.
Customize it to your own business and practice.
It after you record yourself go back and they listen to what you record.
And see if it makes sense for not.
Does this make sense why is this will work because you agree with the client request he said I certainly will do that. You respect that she is busy because he said I want to get more information to send you a focus a laser focus material to help you if you link to asking about him and his business.
You agree on this script.
Or. Who else did not select.
One to discuss.
Or OK OK Here here here here we have to understand once again what is our role as a serious people. Our role is to sort through the crowds to find out their morals are one who is likely to buy our product and service with all that you respect other curiosity people.
I would own I need you to focus only also on who are willing in a short period to woods or to put their hands in their pockets and write you a check as it’s
so if you generally has curiosity and did not fill it up by searching it on Google has Elizabeth.
I see myself very.
Very very very high.
So his role is to ask you to try to figure out how to what exact information he she can send no no.
Genuinely. Favors one more thing you have all to understand Sharon drop that information and this is for people who will go to the show is a live show when you stand in the show and you just hand information to us to everybody walking and just in the way. You are basically letting you will come by the terror and everybody to know what you do and you not get customers in the INS up in the shows usually woods of nations is a back there are physical anybody has get it and that is to reach to my little chairs he has to pass by at least one of my sales rep who will you call not him and ask him questions not questions about why he is there is that sure but question about why you are here what brought you to the show what are you looking for what is the most.
Pinpoint you’re trying to solve right now how is your business doing when I ask my suspect or my prospect How is your business doing why am I asking this question.
Because they want to know how hard I I can price my father if they said the business doing great we just close few sales. If you say always justice really hard right now we don’t have the clients.
I will give him different purity.
Because. After the show you will follow up here is a qualifying says so when you go to the show you are not selling in the show.
Even I don’t think anybody here is selling in the show. They are basically in gauging for a complete another closure for a meeting only one who selling the show will be what they once were are selling mugs or commodity which is nobody here is and I’m aware of his sell and commodity products in the show. So in the show if you even know if you have been selling your book you can sell a book.
But you are not nearly as a show to sell books you are in the show to close on a follow up meeting or a photo of what they teach your exchange so no matter what will happen in the show you will have a list of people lets you need to connect with them later so if you have these people and you want to connect with them later.
What you will what you need to do
you need to prioritize and see how much effort you need to because one which you feel they may have an immediate need what you would do for them immediately call them or email. OK.
We are in phone calls on all of our Been hours.
Order. And you may want to decide if you want to get young to come like with Mary is very straightforward because here on the web in our hour week weekly a special shot So his goal was the people who would not sign up for this program is to go where.
To go through his weekly expenses shot customers will buy will buy the question is there when they will buy.
If somebody there is spends the time to talk to you out of curiosity.
Most likely is I will buy these are from you or from your competitor sometime down the road. That’s it my goal is to show you energy and see that if you come here that’s why in our workshop you say limited sitting and honest about the standard City because this room cannot take more than city for more and there is maybe one or two would be coming after them. And there are silicon solution because if there was a because they live a little bit further down and we know another will and there are also cancer so so if everybody showed up this will be a full room.
And you can see this most is. One for me and one for.
So when you. When you close you have to figure out why are you closing so you have.
Twenty bucks if you consult on a box instead of compliment is going one on.
OK Let’s get we have we have. We have like six minutes to war so we need to work this through to social media doing a bit of one.
Or anybody anybody ready to pick up another one to discuss.
You already had one already let’s just to give a chance for everybody else was.
One sixty seven Why should I speak to you.
I got lots of sales call don’t waste my time this was a client needs client no there’s this question but all but the best salespeople on their back foot from plant perspective it’s a very easy to take any answer that serious gives and say it’s not good enough or even to talk to them. So an average shares member will say I don’t know
action disparately dumb here of information as fast as possible in the hope of hitting the mark too often they don’t.
And this is where she will have what we will discuss in the. Next session the wrong time to introduce your product. Because your products should not come as a beginning your price should not come at the beginning somebody owns hours or days ago and we shall we and our pride and we sent really cheap prices at the really cheap prices.
I’m not here to buy cheap she was for she not for me.
I am not here but to buy cheap things. I’m here to buy cost effective high return of investment which is our high Our why which is by the way is an equivalent meaning of what
cheap. That’s right cost effective means work.
But if I say cheap it’s bad war to us so we have two wars today what was the first one. Not you have learned to what not to say but and achieve.
And try it try a served one so if somebody were to say I said it my price are really cheap it sounds for desperate it sounds has no value.
It’s out for this but it sounds like he has no value and it sounds that he cannot.
What is doing and why.
So we don’t say achieve prices. Or are. We or somebody will come and say we actually have a sale come because you have a civil.
War that’s not selling them what you have said.
Although this might be for greedy people who say oh why didn’t buy it we have really really good prices really low prices.
We sell for lower the combustor.
Of the work
so dancer for why should I speak to you all be you know that there is a good question.
And there certainly are many business reason why clients do speak with me.
Why my clients do speak with me.
What do you mean my clients do speak with me. I have.
Clients did you sell to customers.
What you say you have customer say they have clients.
Did you make money from customers.
Most likely not.
Begin to talk about currency in talking with customers well you know me well you know you could be but you don’t make money from glance so many people who were born there are starting and you don’t have too many you just have one of two pilots that was all due respect to the growing of a business right now. But they’re on the other side of their own people who just have one installations of two installations I started so for sure we are working now with many clients because you are trying to sell your purse right how many Clough many individuals are in discussion with you about making new software.
How many of them bought most likely not a single one so when you talk to them that’s why we talk about it so why my client to speak with me tell me why wouldn’t you speak to me.
So you head back so when a customer will say.
Why should I speak to you.
You know this is a great question and there are certainly many business reason why my clients do speak with me.
Tell me. Why wouldn’t you speak from.
I go you know why.
Want to follow. This.
Yes So write down write down your script the reason for each page.
Yet the reason for this we just don’t have this notes. Is you can right now I said the superstar will say I don’t know yet but there are plenty of reasons so let’s find them together. So why you don’t want to speak to me I don’t know yet let’s find them together let me show you what’s wrong with me you know like when to stand in front of the mirror and say what’s wrong with me.
Let’s just figured out yet most clients don’t really want there isn’t to talk they want a reason not to.
Ourselves superstar we get underneath this objections and uncovers a client’s real needs and wants.
Why this is work because acknowledge the client question it links to business reason it create credibility by mention of other clients it start to uncover any real objections and or drivers
OK so for you you go over tween.
Seconds to page one thousand one and this is our different objects sions So if you want to become one if you want to begin one right now so.
This is as I was actually yes I saw each one and see how the one saw figure out and.
Some other some other objections.
No. One thousand talking to
you you OK guys was no I got no but yes.
OK one nineteen actually.
Actually on from page two hundred twenty three to two hundred fifty five. Or two hundred fifty four
there are specific.
Techniques to overcome it cost too much.
So whoever has over in the ID side and the gods of books they can figure out was it because this is a particular objection is that it is very important to let’s just look at one nineteen.
So what does it mean for the first Not once they have no budget.
I have got no budget for you so I have no budget is not I have no budget I have no budget for you or your office.
Client No that’s ninety for four or five percent of sales you ask them they do have a budget and there is a call them back to them.
What a great way to get rid of certain. An average salesman will say this job is rubbish the market is rubbish no one ever has anybody.
Become disconsolate it is the disconsolate fail to better or and to create a weak pipeline.
I used this technique because I was actually going on a stage with someone and out as was I wanted to be on this station covering it and they always say we don’t have any events for you.
I use this particular technique.
Very similar wording and Dr I want their own stage on services which is very interesting and they asked me to come so you say thank you for sharing that with me when I first spoke to them many of them many of my client did not have budget and that’s what makes us different so the fact is you have no budget it makes me different at this point most company would probably ask when you do have budget and not talk now. We at this company believe in building strong relationship with our client and I’d like to invest in getting to know you now
will any one of the other party respond and say.
There are from there are too many is up here so it doesn’t matter what of the action so it will come this way so that it will overcome this right. So I send a superstar Will saying not yet you haven’t.
So you just have no budget for now. You understand most people will bail out at this call here so that they have a good opportunity to build a relationship and when client that’s others have ignored it also most client can create a reallocate budget if they perceive a big enough need.
Why is this work because this is script in particular it acknowledges the client’s tuition thank you for sharing with me that you have no budget. You served the party experience to reframe the situation
talk now and invest in our two strong words because now by now or talk now it’s an average and see power world and invest in means are also committed some resources which is basically my point.
One eighty three.
I will take it.
If. You discount.
Everywhere how I.
Went one last time you met this uncle you know what it was and she just after nice boy.
The first of the.
Little Dusty gets right so what do you think when somebody will say I will take it if you discount.
I think I get a deal here. Because anybody would think if I give him a discount you’ll buy this right.
In this situation is a client saying that they have an upper hand best experience would lead them to believe that since people will always discount to get that the
average sales person were saying oh please don’t let me lose it now they’re actually start to worry and I love the feel of lose to cloud his better judgment and negotiation skills because his feeling is so full of.
Sales a superstar will say I am pleased that so you have made your decision and I understand that your return of investment is important to you however you have secured our best discount already
when you are you looking to receive the product. Or go or when are you looking to start. So I sell a superstar will say we the price you have in your hand is already deeply discounted.
When are you starting so you are basically shifting. His objection to be Lame Wolf so the service never closed Thank you I said it was a good one.
Superstar saying I know you wanted anyway. Because if somebody doesn’t want it will he try to negotiate a better price.
OK Let me finish this and then I can show you a different understand that client this client wants the product or solution that is and after them to do a deal chances are there is no serious negotiation if it is then it’s a certain superstar job to her exact line to attach more value to their investment so basically we talk about more values. For their investment and this will get us to a situation where. What exactly we are offering and how often so when we sell from the stage we offer a price and the price will be discounted and the people who will buy sorest will get an extra stuff access to an audio access to an extra book whatever so you can always attach more value to the investment which means you must create these values up front
why is this will work decision implies something is decided already secured is an ego flattering word moving to a question which is if uncertain but oppose the deal is done so little closer if the plant is serious about negotiating then this is a strong starting was a.
There is a way to deal with this getting people here.
So I will show you how to deal with this beauty people.
So when you deal with people who are always having to discount the very first offer must be.
At a higher price. If you sell at the higher price is great.
Because you make more money if you have a discount it is how you plan the system so that’s why every program whatsoever even in my program like even especially in the paper is a paper you have we have a value for Vo IP for three thousand and thirty three hundred seventy five dollars or seventy dollars The actual price for the V.I.P.’s do ninety seven
and if we said this from the stage it will start at four nine hundred ninety seven and do a discount at two hundred dollars or twenty seven.
So whenever you have a bottom line investment or price. You need to always start at the higher level.
Or you give them and you give them a bundle and instead of one service.
Next buy five sessions get one free. You cannot doesn’t buy two software get one from.
So that is why as a series of plan you must. Put some buffer for this particular hard negotiations.
So what’s worth what is your.
Favorite person I know it’s pretty.
One to tell you.
A lot more.
Entire process of working with them on the software thirty.
Five of my choice which was trying to know why.
And I don’t want to go I wait before you can we talk about the reality we talk about when we will go to a show you will talk to so many leads and you put it over to rhizome which when you call them first to cross-post so if you have that’s if you have the luxury of selecting between two different clients is great but if you have the luxury if you don’t have this luxury and you are in contact over four or in show or whatever with somebody asking for more discount and there’s only one in front of you first of all you must not have said. You must not dump them because if you upset some of them some what will happen to your petition don’t.
You’ll be surprised. So.
This is ours or that the verbiage and the and it’s after you took clause I’ve no clause like here we have a few examples of how to close people but it’s up to you to close it no close
or try to raise in prices. To be able.
Right spring where.
We will we will talk about there are sixteen types there are sixteen types of there are sixteen types of customers which is.
Solely nine times of customer which I would outspent you on in the next session one certain exceptions are certain. Who did not select one yet.
were given each one chance to select one.
Which is what’s number.
One on the phone.
I haven’t enough time so this means.
That. This means I am busy.
You better not to not waste my time. That kind of objection usually means a client is busy and that’s gets a lot of serious call if it’s really not personally but most serious people clicking this way majority of people say I don’t have enough time will come from here
majority of people who say I don’t have budget will come from here.
I don’t really understand what your business do what you are or what you provide it comes from here.
Average tells people it I will be quick as as as possible then make excuse for the call the minute you make an excuse for the call the managers are out.
Because you’re doing something wrong if you say sorry. I am sorry to call you on this in your busy time get out
rushed into the bench and gets rejection when salespeople rushed in some way it’s sense a closure message that they are not important therefore not worth dealing with them
so many of us early on in our small business career we always rush into showing how would we are. And the audience will feel.
You are not certain you don’t have the pace. Is Nicosia.
And if this doesn’t make sense you guys try to go to events and Visa customers. And look ask any of the exhibitors you’ll get this feeling because almost all of them such and almost all of them suck and when you advise them such a session they say oh we are busy. Keep going keep doing what you do and next year you’ll be where you are.
So one answer as and I want to waste a moment of your time.
I don’t say I’m sorry I say I apologize because sorry is one of the other words you see when you.
As a matter of fact if you say if you are caught by border security agencies because you are doing something or you have something wrong in your bag or whatever and you say I am sorry a story is a measure of guilt.
In court of law sorry for additional It is a mission of guilt apologizing is not an admission of guilt.
I’m not sure for you I speak sir English is my sort of language I hate what’s missing OK.
I apologize when this week would be more convenient to call to a call how would Friday afternoon for you three or four pm.
When you ask for a time you ask for a time with a day. Not you ask to call next week because next week is an open seven days or five business days and you can book a cold or a meeting
OK so you have the luxury or the option of developing one of these to serve the sort of started saying I want I am or C. of your time.
So it’s good you don’t want to waste your time is great and the more important that you can talk to me understand all clients make time for the right serious conversation sorry for the key here is to maintain composure and differentiate your call as being Warsi of the playing time and sure you take control of your pace tone and pitch
because if you start to talk fast or you start to hire what will happen
you would start to give bad. And that Reflections on the client. Why is this work their initial acknowledgement is enough for most client take responsibility as a client repeat the objection certain times for conversation using different closing techniques
OK. And this will lead to one question. When do you know that this objection is real. For sure we deal with eighty percent of the people dog to have the right we didn’t always was eighty twenty old. So when you say no the and mean no means eighty percent of the time no means a deflection of something else when we say so if you understand this is this perception of this concept. The question now would be is. When do you know there’s a customer really don’t have budget.
There is an expert in sales and they said it’s a customer or depleted at least three times in the same conversation this means that this is one of the B. is that it flags that they may really have.
Serious you have to consider. They say if I don’t have budget notes or I don’t have budget No I cannot afford this or we cannot afford this it means us you have to stop and the various evaluates the financial viability of this customer because he may be going on a bankruptcy if his company or he may be going in a.
He maybe it really doesn’t have so many objections as a front doesn’t mean saying when he she was second time and you cannot overcome it and it can certainly has worked
it means history.
So when somebody all of the learning I said is it it was eighty percent of the time we work. And we hope to make in this eighty percent of find more money but there are some situations are some situations people don’t have money somebody under. Governments are poor or somebody on their company’s going bankruptcy already one is a company is in the receiver in receivership situation. They don’t have money.
You can say shift this discussion and ask when the new budget will be are located why you don’t have really any slush fund you I’m willing to help you to be an OK so these questions are basically to explore exist clients really really don’t have much but if any objections come three times in a row.
Shift your mind as this object might be.
Serious it should a lot of my fly I’d like I’ve bought with your brain as a flag that you need to discover you discover you’re interested because we when we call someone or when we need someone we know they can’t afford doing this business OK.
Last one we have we have one more to go.
Yeah I love this one.
OK so before the fourth one fish seventy five was a problem when somebody need to talk to somebody.
How many times you were how many times you speak to the people next of finances.
This serious I says I did to them and some other system and says this is his assumption is wrong because anybody making decisions is influenced by other people so what is the problem with somebody when you assess someone and he wants to talk someone else.
What is a main problem. If you’re. Right.
Yeah what the problem is getting most of
the prophecy said one I want to find the good offices. We understand people. As. Reason for. The.
Individual And there are those who knows which is good and this after the side my book is a guide to when there’s a foreshock there in the.
So a brand I will talk about the logic we talk about how do you think a heart will talk about work.
How do you feel and what is the feet will be able to.
Process and as this.
Process said also that’s the higher level. Bosses would be in this domain.
Wise presidents and lower would be.
Project managers in this room and.
I remember two million a minute but just this is from business oriented so Vice President project managers what he will deal about how to manage the process so that process oriented people and they deliver on time.
OK see all of the companies are budget oriented as they want to live on top.
Business owner it cares about the money how spent and the ones that are of investment will happen it doesn’t get out of the process.
So if I want to move across of the gate keeper I am basically getting two different. Individuals.
To carry the same message. For me when I stand here and say What do you say how do you feel and what you do about this this is one question it touches a sink or touches a feeler. Or the one on our money and a single because you want to single out something and ask her for one hundred million dollars You said I want to think about this only in a single now but when I talk about that I talk about sinkers talk about feelers and how do you do about the talk about people who are at business bookkeepers accountants. Programmers.
In general is this is a generally anybody who would stick in this particular like this guy Bill so many businesses you know process oriented.
And he can deliver on time.
Within a budget I know he’s not always going to his son school sing today which means he has some family relationship but then the covers appear for this what I know what my immediately from the background he said. Because the prophecy said and the whole sense of prophecy because it’s so weird knowledge to know that no see also in North America ninety percent ninety seven percent or minus five percent of C. or even management are in this domain
zero percent. From C. All those are here they cannot if they care more about people they will not be able to manage the projects they’re not able to manage the companies.
So now you try to get someone. Who taught this language
to talk to somebody who speaks different languages
you have riff.
If you object let me know I love LOVE YOU are.
Now for money I’m Michelle it works in the same way because my health has our clients
are having this problem.
So if I talk to the spouse. She has to keep this stuff this spouse is most likely is what. Is this area.
This poses what.
So you want to make your clients feeling good about your service they don’t care about your classroom. Schedule. All was they want to feel about is a body is bloody well.
It’s not it’s I have the schedule and this is what you want or. These people care about is experience.
So when she would want to house them and tell him why honey I’m going to new course and I want a couple of hundred bucks to spend our on it’s awesome course to say OK so what’s what’s a benefit you get from oh I don’t know but I know it’s awesome.
How many of your client tells her as a result of their spouses or I don’t know whether or not work and awesome how it works I don’t know I feel awesome I get it you know. So the problem you try to overcome away from the script and whatever happened or what I was struck is you must have the material to hand then to this client so for us when we saw it from the stage was his great if you want to sell if you want to have discussion you can put a deposit you can go home with the material discuss it with your with your husband as a partner and come back and then you wait it’s a hundred percent refund that was in the first week when Yeah I do have one hundred percent refund refund and I have to either find somebody after more than three months in the form.
Just for for meditation so when you define someone. That’s why I need to have money back guarantee. Because I have a money back I wanted was a a week or within a month and make them what way was the material open that after I did it so he will subscribe they need to have but to have to take it back when you be on the stage you need to give the material.
Or you need to image that material.
So in order to serve someone I say I have to be part of this restaurant and you know what I will talk to them and say only thank you have them become a staff and walk away and your business partner your business for is not sufficient you need to have.
OK so you need to make sure that’s your material is able to close a sale was that what you want a sizable. Majority of us in the US and want to start businesses we don’t have user money we’re going to have user guide was I would come later on have a single fact sheet about our software which I said.
The only one who are allowed to do this is up and.
They said. No what is and what don’t we cannot be up on the cable there’s only one of you and he went on.
I love you I love your laugh so that’s why you remember so.
So let’s just see how we are what does it mean I need to speak to the other decision maker. The client means I need more time to decide. I lie to you about being the decision making
I’m not the decision maker so inside your cells or questionnaire if you ask if you are really like we come Bordley and I ask are you decision making or use are one who can approve the purchase.
And if somebody will come later on and say you know what.
I need to talk to others be a decision making it means.
He is not
this is a pretty good abjection for a client as a sales people just don’t know what to say to do it if it is true then what can you do if he’s not how can you call a client a liar
so you think this guy is a liar liar pants on fire you try to push to expose or persuade pliant.
A good answer that’s fine it’s a certainly a corrosion that’s an important investment like this one is fully supported by the family or fully supported. In order that I can give you all the support you need and answer any questions as May. Like to ask a few questions tell me how many hours or how many other what.
Beautiful tell me what is the decision process. Tell me what as a material do you need tell me again I join in on a phone call
would you like to schedule a meeting so I can come in person and the other is there call a question and demonstrate the projects will you be interested into a live demonstration will you be interested in a free trial to your spouse or your partner as well so she can not only know about the program but she can feel how would it
be so all of this different.
Mechanism is two hundred an object is basically not to hundreds of Jackson is to provide this people from talking to each other
if you remember your partner’s or your actual whatever you have and how many you went into. And fill Imogen discussions.
Because you want something and she wants something else and you also if you cannot get really communicate to have an agreement it’s because of this decision making.
And believe me like I teach this and our conflict resolution.
And this is how I came off for lots of conflict in my recent years when I learned this I in one of them at Cal a shift figure out why the other objects as our cause as our perceptions is there and try to hide that so it’s nothing about me.
It’s nothing about anything either it’s all about how they see me.
So I sense about a star will think how do I get this moving again understand whatever the truth is here important thing is to rebuild our border and again trust and agree on a way forward if there is a hidden objects in the cell superstar will find. This work because it respects the client position everyone likes support questions about the others in for a smoke out hidden objects sions and the hacking and their decision making or strategies it’s true that there are this other decision making then you can get start to construct an action plan so no matter yourselves this complex or or you believe is not complex your sales are very complex because if you some personal service there are her brothers and sisters her daughters her grandma and her mom and her and her spouse everybody
need to know about your service.
So this is why you need to have our site this is why you need to have a marking material that’s why you need to have a Facebook page that’s why you need to have in it to be social media because if you open someone you’ll business and you cannot close where this guy will go to will go. Will buy from you all gone by the time and if you believe you have no combatant or sorry dear you have no business because any service worldwide is based on human need and any service or any product must have an alternative way.
For people to do it.
Like other such as a funny as a sound if you are selling grinder you know that lines are like magic bullets what’s the alternative for magic bullets.
Is your point somebody can get the food and the crash was a.
Is the knife is the other blenders. So what you say I have a solution which is nobody else have this is not true when you say I have a product which is nobody else so what about it you have no market because you are not serving any.
And sometimes alternative all this stuff which you can not believe it like.
When I was in our workshop like that and this was the questions. Everybody knows magic bullet a very high end blender and a grinder very cost very very very reasonably cause for it’s what can do and what are the alternatives. The alternative basically is to crush. Fruits and vegetables with your hands. Knife is another alternative having two storms is another alternative.
So you have to understand if you can not get people. And if you give them a solution and you cannot close this people will be easy to get after. Your competitors who are building you can buy the other.
Business not you but. Make sense. As this is and as you.
Hear each one has an option of getting one. With this one from
you one of only one.
Yes Or there are lots of others and.
So you want to have like five minutes brick general can continue.
To go unless.
You have your back to you if you don’t.
Would have. The right to know exactly.
So what you’re saying.
Decision making on.
You but you believe now that I have a brain.
Because of innocence like getting out of ourselves.
Welcome to with Wael – the ultimate show.
Your fire of desire. It’s part of your mindset
you are the one
who brought your fire up or what YOU FOR done. I have been around for so long and I have been seeing so many different individuals who will decide to move in a way or another.
And once they make a decision. They are the one who doubt their decision to move back and move forward. Their desires to win is function of how much they want to go against fear we call it play NOT to lose
only play to win and there is also another play. Which is you play not to lose? or you play to win. The play to when it’s an action which are programmed in your brain when you start to when you don’t look at obstacles you don’t look at barriers you don’t look at what can hold you back. You figure out you find a way you can move forward take actions and move outside your comfort zone under start to be vulnerable exposed.
Maybe scared but not feared. So you don’t have a fear
If you play too when it’s a long tour is a long term play. When people do play to win. They were actually takes all the challenges and move forward. And there’s no outcome other than winning. Today I had won I had to play to when I did what this take. So I can get my issues told in the way I would like I started first by defining what’s my winning and then I figure out a strategy to achieve this winning the question is did you think that I was a nice guy. Definitely in the view of others. I was not the nice guy.
I was the guy who was aggressively trying to achieve an actual And I was the guy I was pushing pushing forward in a every single way without any doubt in my life that I should be able to achieve this particular winning status. When you play to when it’s a mentality which make you.
I want to be frank with you if I have to reduce friends you can lows. Because they are not really your friends they are just friends to keep you back with them so they are not very looking forward for you to when you can lose friends you can lose lovers you can lose family members because the minute everybody will show. Uncomforted, you are moving forward. They try to pull you back.
The reason for them to believe is the reason for them to feel comfort when you play too when it’s an attitude. It’s a mindset. It’s your brain which Bush you forward towards the big game for the big play towards a big win. And isn’t dark. It’s reality. When I play not to lose. It’s a different mindset. It’s a mindset where how to make it safe. How to walk away with the least amount of losses.
Not the maximum when I can have I can ship share with you. Few strategies and few techniques and several stories hundreds of stories or a decision to play not to lose. It’s a sign of people life because I would say I’m comfort where I am I don’t want to play to when I don’t want to ask it. I don’t want to be persistent. I don’t want to push hard. I don’t want to get outside my comfort zone. I would like to just to win. At a level which is limited. I call it limited when. I play not to lose
it’s deadly approach. I would never recommend anybody try to play not to lose play not to lose the alternative of losing playing not to lose is to try to compromise. What you want to do. So you don’t lose what you want to do. Play not to lose it’s a way that you don’t achieve you don’t push hard you don’t push forward. And what will happen after that. as you try to make it safe your mindset is are not to lose. It’s a mindset what you give you in a status coat. Let me give you an example
if you are doing good in your life and you work and suddenly you can you have the opportunity of doing some other something else. I.E. they let you go. They ask you not to come here again. So the question now is you want to play to win or you want to play to lose majority of us will say oh yeah let’s wait till we get similar job or different places because we don’t want to lose our. Experience. Very few of us will say no, I want to play to win.
I want to move forward to be able to push more and to push hard. So I can change what I was doing in order to win in my life. So you have to define Also when it in your life winning in your life. It’s a different nation. Which you have to sit and figure it out first. Do you when when you can be your belt or do you when when you achieve specific status. Do you when when you have a high risk life not stable income was a potential of very high return or do you when when you have a stable life and it just goes out like a government based employee who basically get what they get to go to do what they do and that’s it. And these are life. Several individuals I meet on a regular basis. Now that they want to play not to lose they want to play it safe. They want to wait.
They want to live on employment insurance and different source of social income so they don’t change what they have been doing because they’re afraid. They’re afraid. If they when they wouldn’t do they wouldn’t know what to do. I and particularly this an individual and as you know I don’t like to break the confidentiality and density of some people close to my heart because everybody here is close to my heart. So someone I met and I said you know why you don’t change what you are doing to this particular activities and this will get you a better income and you can move forward. They made it question he said. So what I would tell my family
I don’t have a job. So if I do this particular career in or if I do. This particular up opportunity is not a job so we actually work who shook. Who is my employer sits you. He said no I can’t I have to go back and tell them I work for somebody. So I love this. What do you mean what the manual for somebody. Why you don’t work for yourself why you don’t start what you can do. There’s a new knowledge base for your subject matter expert based on what you know. So you can move forward. So or stop and say no I can’t I have to work for somebody.
You are now listening to with way out the ultimate shell. But if we are been programmed not to lose. We have been programmed not to risk it. We aren’t with Brawn not to touch it. When we start early on in our life. We will tell you Oh it’s hard. Don’t touch. Oh it’s called Don’t touch you know what you have to this don’t do this don’t do this don’t do this.
OK Can you tell me what to do when you think about not doing it. You play to lose not to lose when you think about don’t actually what you want to achieve. Don’t change because you don’t feel comfort it don’t know. When you don’t know you play not to lose. So
I don’t know I thought about the sky having this particular topic today because I always play to win and not only when I always play to win big. And when it’s all or not which is my attitude. If you play well at all or not it’s a different attitude I call it the no loss. Nothing to lose game you know play without anything to lose. Can you would it all in. I’m not talking about gambling of the what our life. Can you have. The challenge and the change to say I would. All in I will move forward to a new pass in my life. When we look at individuals who changed our lives by a separation or divorce or just a change was a live was this people see a you know what we are fed up.
We want to just play to win big who want to just move on. We want to put all in to a different life. Can you have this attitude toward your work toward your profession toward your legacy to word your what you do and I’m sure to have income in. This particular attitude is not really. People when they play not to lose. They are more conservative they want to be an employee they want to be somebody who accept a lower level of winning because they want to play not to lose. I’m the guy who allows you to define and when and to guide you to win and win big. When bigger than what you can dream. And this is not. Just a simple talk. This is our strategies and messages and stuff I make you know stuff which can make you happy. This stuff which can make you happy is when you identify this year is this tough and what you need to do this. What Get in get you moving your life.
It’s never been about how do you live or why do you live is a beer is about what do you want to live in. You live in a winning status in a winning mindset. You know what’s Are you winning goals. If you know what are you winning goals. Let’s just build together their winning brain and the winning mindset from the winning mindset we can do so many so much and all of them is to win win big win here wish when Babe and my dream. Can I do it. My answer is yes you can do it. Let’s work together. If you want to when in your life if you play to win not to lose. And you play to that and not to play to not to lose. You should get hold of me and email me at Info to win your brand dot com. And I should be able to describe to you what can you do when you play to win not to play not to lose
and I hope you enjoy this particular but cast and looking forward to meet you in the following one. Thank you
thank you for listening,
For more information. Check out www.WithWael.com
Welcome to. The ultimate.
It’s always a question.
Are we poor or are we rich or was the difference between the rich and the poor. Is the function of how much money do you have in the bank. And. There are so many people who have money in the bank however as I don’t feel very much.
If I want to start with an example like if I give you a will a hundred thousand dollars make you rich or with a million dollars will make your age or will ten million dollars makes you each.
If you have a million dollar and you don’t have the right attitude. To feel rich and to act as a rich you will feel poor. There are so many examples around you where you have friends you have.
Individuals neighborhoods were people having houses cars.
And big numbers in the bank investment and they feel poor. They feel they want to be very church so it’s always a question like What is. The distinction between the rich and the poor.
The rich it’s a function of attitude so the rich people will have goals were set down and goals poor they will never have plans or save is not right the goals down so they go by the flow if I reach at it you would start with writing goals and you write them down the very first step is you would want your exam down and you will look for ways and opportunities to achieve and write your goal.
That number eight. In the list of rich versus poor will be are you looking for an opportunity rich people they look for opportunities. Feeling great it makes you something called Cool and they look for opportunity.
And when you look for a portion of the as a rich attitude you will look for ways. And you look for how you make this opportunity works for you.
Richmond tell it were late use jump on any possible opportunity the very first opportunity will come to you you will jump on it on the other hand poor will always find a way. To walk away from Opportunity one good.
Example of how the poor attitude will dominate is when you say well you try to find why this opportunity will not work to give you an example like Let’s talk about rich examples attitude versus poor attitude by example so if we give you an opportunity to go to meet.
With a celebrity and we say let’s give you this opportunity and say let’s assume this event this has cost you no money. Just you goes in and attend so people say oh you know what there will be a long lines this event will be very well attended I will not find a close parking lot I will find. Long lines are you serious this celebrity would be in there.
However if somebody was rich attitude will jump on the opportunity OK let’s go check it out let’s to get a bus let’s go by train so you look at it in a while somebody is going by train because they don’t want to ask the question about parking lot and. Just walk from the train station to the venue to meet this particular celebrity on the other hand the poor guy will say OK I have a car and drive my car I want to park downtown I want to go to this venue if it’s an immediate demonstration of how what it should look for an opportunity to grow or to meet somebody versus a poor who will not find it so many times when we invite individuals to workshops or seminars. They say oh you know what it will not work this guys will be safety they will just say last they said our stuff which will not work without even examining it out there people will go.
With open mind and say let’s look at if they have an opportunity for me and then they evaluate.
You are now listening to with me I’ll be ultimately.
Attitude of friction versus poor rich have large libraries they always have contact they have information access however is a poor attitude will not appreciate libraries will not appreciate contact they only have a very large T.V. in their.
Living room and they watch this T.V. I’m not saying that rich people should not have a T.V. you may have a T.V. one or two or three or four. The amount of time you sit in front of the T.V. not getting information in but just watching the show was shows and different.
Places to just let the time Best Buy It’s a complete different attitude of a poor guy who wants just to lose time however on that side they have libraries so you may have a T.V. as a poor as a rich individual however this T.V. will be equipped with libraries and information which help you grow or help. Your business will have to sell to grow.
That number have.
Some six number six.
Differentiation between rich and poor is rich will continue to learn.
They will continue to apply what they learn so our rich mentality will always be looking for information and looking for opportunities and look and they do have the large libraries where you they withdraw this information from as I try to match the opportunity on the other hand the poor people only know how to earn so they look at earning and how much they make Brouwer as the decision or the great area so they don’t take actions to learn and develop themselves.
In number five.
Rich people will trade money for time so rich people will buy.
Services which will save them time. On the other hand poor mentality will trade time to money and when you trade month time for money you will basically work hard. On an hourly rate so if I ask a question if you have an opportunity to hire someone to do the job. Will you hire him or not.
And usually people will say we don’t afford it so if you get somebody expert to do something which she want to do.
Any any any function. For sure an expert who is doing it on a daily basis.
He will do it in a shorter time then you will start to learn how you do things. And then you do it and when you do it you will not be effective you are NOT be efficient and once you are not effective and not efficient you spend more time trying to save a little bit of money.
However if you come up with the money upfront. And you give it to someone this expert will take it and save you the time and you can achieve more stuff in the same amount of time because this particular tasks are paid for and done by somebody who will not take the long time as you are to know to learn.
And this is one of the main differentiation when you approach someone and say here’s the service I can do it for you I’ve been doing it for others it will cost you that much they say oh you know what I can do it myself.
And they spent time trying to do it to save a little bit of money and they spent a long time and they do it wrong and they don’t buy the stick it comes to a story which is always an example here there is a factory working and this factory in suddenly has a problem and they could not get the production to sustain the level. So the owner of the factory cola called few individuals so one guy came in and said you know what I will say I will can fix it for you it will cost you one hundred thousand dollars plus parts.
So the owners ask how long would it take you.
To fix it the guy said in a couple of hours.
You are now listening to with me I’ll be ultimate.
Or maybe less.
So he looked at him and said hundred thousand dollars for a couple of hours.
Then I said yes it did not take me a couple of hours to learn what to fix.
It takes me years I learned this over a lifetime experience for me so what you are paying for it is not the work is learning I took and I apply as experiment I have and every time I failed before and I coming back right now and trying to do it and learn how to do it and that’s why I can do it for you for two hours like I said No no I don’t need that I will find other solutions and then he starts this owner to bring other people who claims are experts come to him and say yeah yes fix this powers they actually exist part and the manufacturing line did not work it always have this defect defective outcome where nobody was able to fix so after one month when this production line was not working and this owner was paying all the salaries for every single employee here he called up the other guy and said you know what the very first one said you know what I’m now ready to pay one hundred thousand dollars he said sorry sir now my rate is two hundred fifty.
The owner said oh you know I have no other choice you have to come and fix it because I’m losing revenue I’m losing income and the same time I’m assuming all these expenses So this expert came in and said you know now we have a different deal because all the other individuals you brought in before me taking the job they actually make the problem worse and worse they wasted your time they change wrong things they make a system much more so at the end of the day this particular factory was able to the owner was able to fix his factory for close to half a million dollars.
And the factory start to work in a couple of days. So if I am the owner and I know the value of being out of work and paying all of this extra expenses.
Measured may consider early on to make the plays or money. To trade money for time not to trade time for money.
Number for differentiation between rich and poor as.
Rich will take steps forward when they are afraid when the other one concert and they don’t know they start to move forward.
There isn’t for you this is.
Urge people will always feel comfort they also feel they have a plan and the backup plan they have a way to go so if you if you maintain the original telethon. And you try to push yourself forward the more you are afraid the more the unknown are the more the.
Raise itself in front of you and you don’t know what you are getting into it you will move inside this opportunity on the other hand the poor I will run away in the face of fear the poor attitude will not late you know go in.
And experiment experience what.
The opportunity yes here are afraid you will always have a fear you always say it will not worth.
However it can work if you have the right set up.
Rich people will invest for the future.
So when the rich guy will have the attitude of investing in the future he will join programs he will try Who will he will spend today investment money not Coast money because he can see in the future the revenue which can be built.
On the other hand poor people will spend for the day so a poor attitude. We’ll get and count how much we spend today and they will never consider their revenue or return of investment coming in the future. Because they don’t have the mentality after.
Considering the outcome coming they always look at how much money it costs them not what the money invested what money they invest as this will drive a very interesting example like if we look at education for example in any university how much you invest in your kids to get educated and if you understand the stand education correctly when you invest.
You will be looking for a return of investment so if you want to do our M.B.A. or a master in business administration. You will invest close to one hundred thousand dollars and after two years of the series of working on the end your M.B.A. you will be looking for a better position which will pay back the money.
You are now listening to with the ultimate.
However poor attitude will say oh no or one hundred thousand dollars Why do a cost me hundreds of dollars today.
If I have this hundred thousand dollars I will not spend it because I cannot see that return of investment in the future so if someone will offer to you a five thousand dollar program ten thousand dollar program where it can demonstrate that you can use this knowledge and only use this knowledge you can make more money in the future they’re each people invest however the poor people will look at the money as a cost. That second.
Differentiation between rich people. And poor people is rich people are disciplined about time they understand the value of the time they understand how to use their time because as the very beginning we talk about writing goals down looking for opportunity having libraries trade money for time and they take steps forward when they are afraid they invest in the future they are always disciplined about the time they know how much their time was. They don’t do stuff where you can hire experts doing it in a shorter time because when you get it done it will help you making a better investment for the future so why do you spend your time doing stuff where somebody else can do it on the other hand the poor people don’t waste time.
And we all get into a debate like what do you mean was wasting time like if I go to the grain or I would so I would door activities and said and meditate. It was doing time.
The answer to you is how you use it if you use your time to meditate or to take actions to be a better person to try to act and help people around you or try to enjoy to feel yourself up to talk go to your next chapter of your your knee you are very cautious about your time but when you just spend your time in front of your large T.V..
To just kill the time do you have ever decide that you want to do substitute just kill time. This is what we call it Wisting time so as I reach attitude we never kill the time we always find a use for the time. The last and the very first differentiation between rich people and poor people.
Is Rich people will have mentors will ask for guidance will try to learn from their men. Experience.
How to take advantage and don’t spend too much time doing stings which is people other people figure thousands they can move forward the poor people will try to figure out for themselves like they do do it yourself how many of us can can do it for themselves it’s a big question and I have to ask you one question in media question when you try when you look at your car and your car has an issue when you fix it or you take it to the mechanic to fix it you just do you do your own oil change you know that that is easiest job on maintaining a car is to to change oil. To do an early change. When you try to figure it yourself or you give it to an oil change place where they change your oil.
Definitely many of us are on the ridge side they will just go leaves our car go to work and come back and base the barrels for an oil change we don’t get ourselves into changing the oil ourselves and to be honest if you look at You Tube or any of this video information you’ll find out that changing out is very simple in your car and you can actually do it but why wouldn’t do it because we don’t want to figure out our salvage just it does not worth our time we have we can make some more useful use of our time by just giving somebody else to change OUR got our car or oil so we don’t have to do it so they’re rich attitude again is a poor attitude is what discriminate and what say if you are rich or poor to summarize it there are nine differentiations between the rich and poor rich sure right goes down I would advise each one of you to take a sheet of paper spend. Five minutes and just writes three goals.
Writes three goals of today Rice three goals for the week right three goals for the year right three goals for the month and.
Figure out ways how to achieve your goals they each People are always on the look for opportunities and they grab this opportunities and they take advantage of.
Which people usually have labors. And they look for libel is not lost Stevie’s.
Rich people they will continue to Lord they trade money to for time they take steps when they are afraid they invest for the future and they are very disciplined about time and they always have mentors who they learn from their mentors how to move forward my advice to you if doesn’t matter how much money you have in the bank look and adopt. A rich attitude and you will make a change in your life I will leave you with this word and I feel like this episode play subscribe ins about cast and listen to the other material I have overs are you are always welcome to send me feedback is our on my website or on. The comment line be underneath my bot cast and have a good day.
Thank you for listening
CAPS convention 2016 coverage – Patricia Fripp – Master Class on Powerful Presentations – Part 1 of 2
I will start my coverage to the Canadian Association professional speakers known as caps twenty sixteen convention in Edmonton. This is one premier convention for experts who speak professionally this convention was amazing. I will share with you that good is excellent and the awesome. Of this convention and what’s my experience.
I will start was a first experience which is just after it was just rationed so I drove there I stopped by the hotel which is a unique hotel Southall is indeed connected to the terminal of the airport saw your drive to the airport the departure gate and then you will find out on on your right hand side even before you get to the terminus. I stepped then it was so windy out that I was asked or is not aware about walking to the hotel and so Wendy I registered everything was very well organized. You have your name badge and tags and everything is super super super organized and then I ask. Well you know like after driving force three hours in a snowy day from Calgary I said where is the first Session.
I couldn’t like you understand. Like when you drive for so long. You don’t even really need somebody to orient you or to go show you can sit and the start so I was giving in and instructions which I could not comprehend. I was told You can go back to the terminal of the airport. You walk by after you pass a second. The second check in desk. You’ll find the stairs you climb the stairs you’ll find the meeting. So I could understand because I did not come through the airport so. I one of the gentleman’s hour was actually heading over he said like wait for a couple of minutes and then I followed. I followed along and I went through and. Guess what. Indeed we walked inside the airport by the check in desks and we passed one two three and then we found the first set of stairs second set of stairs and then we climb up the stairs I found the lounge. And then I found an awesome meeting room. The meeting room will have Windows on the tarmac. So you are basically sitting in a venue where you have an awesome speakers. And if you look to your right you’ll see an ass in view of our airport and airplanes serviced airplane taking off airplanes coming down and I don’t know what’s about the airplanes scenery but you experience how lovely would be the view of the tarmac of any airport.
Guess what. It’s Edmonton airport. I encourage you to visit this airport. Whenever you are near Edmonton and go get a drink inside an incense Edmonton airport hotel. It’s an experience which is well well well awesome. It’s more than awesome. I can not find world which describe this particular experience. I will start this coverage with the very first session which was one of the icon of the industry but Russia forever. C S B C P And but Russia. Well Brian convention lectures on master class on powerful presentations. But Russia is an Awesome.
I can she is not an expert. She’s an icon. She’s one of those who has been. In this industry for a long time and you don’t want to say how long because I don’t have to be upset. I will leave you now with the first session of our coverage with that Russia forever. We will go through that enters a formal introduction. I believe that coverage we have is very very educated very informative and you will enjoy. Now as our first edition was entered auction site word for it and I’m going to say that a little later. It’s always six years ago by this amazing person. We’re going to run your course and we’ll do what I did he said but I also want to go out if you ever watched the rest of. I don’t know if she would be first first year old rifles was also her was the first female President Bush was here so. Arena. As you know this morning over three years prayer. I’m sure sound better speech. Oh fire turbo executive from your own earth. Steven Spielberg Robert Proctor little boy. You probably never heard of Proctor legendary guitar player one thirty four. Sorry Or as I say fortunate as you are here you say that’s priceless just to get healthy while you got her boss a little girl over your present bust of powerful presentation. Well you know you love truth for yourself. Wow you’re sure that all your standing all day say shit I was a kid. First I had me you’re so good. How do you sell.
I don’t get your bottle said you know Ginger Baker Botts people know this let’s get it. As you do yet. I’m so damned old you begin the closest I ever seeing the low angle you know you should not own you should know one person. Chose to live in London for a long time never experience no one told him you lot. I know let’s not say you love them. And isn’t that all you trying to sing to me all really focused back in reality Bloomberg. Absolutely. Despite all my presentations. There is a I’m stepped over seeing your kids go towards underworld and on the block when we take a closer look. He said It is not the practice makes perfect and doesn’t.
Practice makes perfect. Oh you. We appreciate your deal more season and my problem being go over this is all we do. The moment we speak is great force won’t be like taking a closer to a long walk. You did that by is walking. Even today from understanding is a principle all the way. T. do enough to leave so they can tell us the story. Oh well and that all this info changes the pro-drug and suddenly all the tetherball in the Morning we’re all in for the Ark in the winter time just don’t all you can change the facts to bug. Even if you get standing ovations constantly told them I would encourage you to read this one and those of you who are reading this is a good word give your intermediate certainly if you will seize a day on the top of my game by businesses are truly I would challenge yourself to have a long presentation. No editing program is a dead goal long presentation prices are really.
OK And I see in that situation. People who charge twenty dollars goes oh they don’t like having the same things don’t really I mean like I don’t see how they never told you this you say someday I’ll try not to look like I did with recently one player I want every ton you see the words are you know my. It is impossible to speak with I’d say. However when you reconstruct the sentence. So you get in the first word and we’re looking at the script and you see I’m on my knowledge the beginning of every Arab law you need to restrict them both what I consider normal. And this is the second point presentations as well as the embers and you notice. I don’t really know why you know from the way you do it you know that when I say do you find me one of you go you know all the gods they want to know all you say so. The strategies that they brought Conlon do you go. So long and funders and so Charles and you think you will find a brother one by one is a good long as I can back them up and there is a eighty speeches here fifty five. This isn’t all people who get charged all these great word is actually you actually do this. Well you want to get along a good thing. Absolutely. Good because you did it.
You do it. You don’t do YOU not me. And here you really because this is the presentation. We just saw you and I bought a we were to live is what I think you know and then they don’t improve presentation based on the review. So let me just well you know we might have been here. Today. If you expose us for our own show. So we all good and I chat
lenge you to watch something else instead. And it does not. I’ll never get old is good. Paul did speak to a lawyer. We spoke to be remembered. If we are right. At all and somebody could be all right. What is fifty percent like what you probably said all he said the lead over at home read story five they did not own one. I mean legally. This is speak to me the money is for me. Presently someone runs away or is they’re asking for twenty million dollars That usually takes me to get through. In the first seconds. And this is true with Sally not reservists. We are talking. Should we call always gets in all the boys go first whole day with you children including the center of getting your information from every way the trials will change them is a good decision. If your official coerce a ship but we need our initial conversation piece a clear concise and credible and speak initial sentences with posing so that we’re talking to saying to the National Committee. We have looked at one consults and survive speakers. These are the two that we are ready to man because somebody has happened said you told you that you can set yourself right. All summer.
You really need to say that selected because it’s really responding to the only piece of your I knew was my friend said I’ll get credit for you. All right. I mean why don’t get mobile it was my friend I took to the rear they go up early and whoa you actually said today you remember right on one sentence. The one sentence on Q No you said it’s a major country. I know you must be checks. Oh boy. OK so I’m like I was the Turkana and I get VERY my scores and I’d be wondering what to do bird from. What technique here is that it is great when you’re going to see seals and all you can do is of course do year and then say when you go back to your T.V. show. I want to tell you. Both a bowling ball in both hands holding accountable ball. Oh the bowling ball it. Oh and remember if you need help doing it you now will have a friend. It wasn’t knowledge. That only plugs through like a presentation all you case is different even just like layers if you take it back to grow my slice but you’re welcome to do. Would you please write that Fred go all right. Oh it’s life it’s not all over his life. All you fault is that the whole slight freedom that all life is a lot of him yet. So you can take all the notes will take him home to lean on keep talking you on the way with the slow chill. You will. We’ll be working on opening lines. You can have plenty to do only thing long and this is. Great to be created. So for example these we both you and I would all be dead if you heard the president changing all day it was a person never owned it says you have it so long as you get totally reset the only slightly one way to come out with the same framework or news stories that make the same point. Well the people who love you are so different give you some ideas and you’re also twenty six games to loving your presentation. So long. Mark here is the focus of this presentation was I right. It is legal to revisit the structure of your presentation is also an online service which is supplied so that you can use it is really sad all law I mean this is why there are really well put together speed bullet points like NATION which is a very easy way. Richard. So all the labor is let’s really remember from our boys out and out. Call me I really like you. Oh yes tell me love letter by letter from letter. Hold and should. Belittle it go ahead and do it all before you close your eyes and then if you need to that I am now out of even best friend who is in technology. Yes or old you have a new best friend which is the Seems people are strange all war ever it is clearly keynote speech is known to be always here for sure to lurkers and so when you go back to your own remembrances have your management are we why was this conference or heard friends who said only believe in God and the we now have a new best friend and I would recommend him in on her in she’s a good neighbor should all walk the earth. So the city doesn’t know what to do the job. OK to do and she better explain that the dollars on. Won’t her and she told this great story again and she says help it. Love and this reminds me. Best of the services they have across the market. I’m easy. So we could pick that up. This is not really related royals. All over the world is it next year. Iraq or is it next week is going to be president of the spaces and that is to look good that he uses over his head shot which is the best shot for anyone who is very good and no use that he didn’t say this but I thought these words and this is not a front. It’s you trust you. For us to sit with her. You know crossed characters I said when you need to know exactly how can you present your spice to lose a little not only for a limited slip and you can deliver your own A long. And well being. Saturday and still I have wall set off for an X. ten but I’m like once a moment I guess or they were like two culprits. I suppose they do what seems appropriate. Oh yes that getting on so you can’t come out and all damp rag and I go comfortable with the element then inspiration. That’s above us or like put it off and said here’s our noses great speakers and they gauge attention in school they want to tongue into the long stinker. They want in tongues in the introduction but I know this is a big one. So I’m sad to even own the song to call of duty. Right. Night and day of morning transition into the morning in spades. And the yes yes no result. And I said I they done they do a little wrong here. I’m let the ball slowly get struck in your presentation look at this is to play ball. I mean presentation I deliberately is right this is mine speak no more really is a phrase you want to see in the speech to write my first short gives a little girl who does not know this will be modelled on this on a spit also because you’re off the line to speak in the sensation chapters and you do many other game Mobley do alone he must say Oh dear oh and everybody involved have a universe subjects customer service. Oh you didn’t understand. Then how an easy answer for yourself who didn’t want to get the I respect you or something. Because the only one understand the election deal and then one saying Well I think conventions is different. The number of people there in this it is. Yes well it might be for example one of my long time projects the American Medical Association. So do they my own is their payroll manager is there a shop by writers and there’s people who work on technology and then. So I’m with those it’s all there and brought me there they don’t matters within your presentation. You just any knowledge you know at least make sure your talking points that you’ve already shown them true this is a price that is all for those people and heroes of the Creation is that all of this is an odds if you aren’t a conspirator you know they might only see. Yes but some of the technical some are not as technical and some of their minds glaze over. And I suppose it’s a little bit second star to a knowledge. You’re looking at this talking point from well those of you who are less technical This is a phone call. Those are a little second go and those of you who this is are on your own brand by always getting an idea start again that gets in the words on that if you don’t eat a specific date and the people don’t understand their eyes glaze over when they can see you all you need this technology on your level label staying within that soda with you will meet in that way we another surely can and I will still rings around you for this line losing the old saw played deal didn’t like it and love and action didn’t happen in this election last. Old presentation is played. Of course where you routinely see LOL say they have enjoyed still they just say where is the interim best prime minister the president the speaker your very good long time speech and you’re a paid for by Not to my group he said one of the biggest expenses in the least those being cancers. I long to do the decision making process like you just have to spend one thousand dollars on speaker reading and. Even if you consider yourself. And this is my seventh straight happy. Well my goal is your luncheon speech is to wake them up they don’t enable seconds all work if you paid much attention is being awfully ten seconds here and you’re going to shake your make a lot less get them off. Never lose your presence at the moment or you want to speed. If I missed or are no read. Also if you’re there and this is an amazing writer is going to come. Carol. Let me start if not I don’t want to say it isn’t all just the subject of the presentation going to look or my talkshow you thought of it. Who said this. OK go night night isn’t it interesting title all the stuff the stuff it’s not the title of your stupid this are you here to look at reviews of the questions you’re reading where you are OK I’ll tell you tell him the the back of the phone said speak to. What is the speech and that. It is rather no no no no no. Thank you Matthew Stanley you are there plans you think A is the best of all this is the only good. I have ever spoken for. And believe me I missed the whole wrong thing. Scientists are usually engineers and great managers from you think a lot know what you know it will be so good to know that. Yes Well they said in a song of yours sense. All they have is a clue. Yet if you’re not coming out. Well traitor communication subtly. All that you talk about cyber bullying. OK that’s one word. I don’t want to be worthless for my good you brought us into what’s going on in the year two things the Muslim Brotherhood will all be one one is your stuff. Yeah probably very very creative. You bet. So I am waiting to see your speakers create your best good business lawyer or no friends communicate create the best you can and reinvention God let you read this if you did that you just proved the value of caps. It is very difficult to be myself and you know this you did not know that I didn’t say that I did. I’m on isn’t that show you broke the problem yourself and your selfish elderly. Just because you’re not making like a home to have done again and yet to be written and worked on but exploring things from new perspectives. So that we get paid. Oh you know. We get paid well. Well we deliver but this is assuming that you all know all of that selling over your famous you’re going to all the way or you feel like people who go to conferences. It’s Kraken they do it with those big names and some of them are really into a famous feature both at home fronts to make money to get it and. He told the famous people. Nobody ever heard of them when you’re the person was off recession we’re going to do all of the sure we should certainly go. And once the laws we are bans. We are paid to be consistently good and not and it’s but better. I just feel that these dogs. I would rather start who are consistently going to start inflation. There is. There is no quality of life and systems where people come see you when they don’t have a lot of fellow grow and grow might think oh this is glad I’m When somebody says you say I need my company and you know as one you need to actually cigarette butts and if you live the same presentation. It was in the book and give the same presentations that. They won’t. How are you going to personalize it. You do that by injuring me. And so that’s doing that so Sheldon Yes and you are the I think he said you are a perfect example. You represent me on all sides. I’m not sure how good you may feel it. I mean give up. Don’t make or disappear. I love you more since I know you do know that your mission. And what how were you do the way you decided I know my own was OK before you were led what to do with me. It’s a bit of a pointless God If you do not get there you know we get into one up here we’re doing so age. You have to do this you don’t walk the line with it all. Is it the gesture. Still lurches good that even the we are not willing to show or the principles of the disciplines that would help us. OK so you’re not hurt. We think you think and sauces happen once this is once we know all day long we lost invented the thing that. All day long hold and then think. We did molds to go out. So you can see one last. So now this is something you feel like you get presentation skills. Right. So you see this is really a process and talk to you know love you know share like it was a part pressed into service gauge of this subject from cost research. She started shows dramatic people look at really strong history on recommand wish he was a new species because like US reserves. You need something you can say you can you can go for it. So what you do. This is play. So we’re not really watch which we did and I’m then I’m from a point you and your husband will happen to capture the space a little bit he lives. Last year and then I’m told this is the principal Esau. I think all of this is people you can tell some of this the speakers. I’ve put my you know up later in the presentation this. Still leverage. This is doing. Yes it was a helpful heard you know and now. I am sure you will not in this small alliance in covert American life started it. Yeah because they just spread fear and this is a bit like a financial had every you work for all this is always exhausted is the post illegal presence and the thought of it every day for all this mess initially and wrong. So first of all it was started by being behind the Sun thought they might but it doesn’t really matter. Here is a person someone does not want to see her but all your life you can still walk. All night get some mind her friends and well I’m sorry I thought you had nothing but she’s not. Yes. And what do you meant by said. Person like that. Is it next. I said that. I said if you want to go off and this is don’t go right. They read the stickers like they are wired or read on your presentation my ninety minute presentation. So I had thought you did all that hard to read person I’d lose the point. Well not see my own yes I am a little less this resistant hybrid they are then there is will be here is what I really like probably just just listening to me. For there is a song that you know my oh for. I don’t go like this or which I usually say that it’s rocker as. I’m not saying you do you will see the structure of your first step is to also question based on what is your practice or sense for one thing. This is the big idea. You want to get across. If I’m going to ask you if you have one sentence rather than twenty or forty five minutes for your presentation. What would you said. If your own server is in one sentence and also how wrong you can follow me you will send home. The. This is more like the premise of your presentation. The dictionary definition of Apprentice is eight basis all argument leading to a conclusion. Once you have your premise. Then you list your complete talking points all what I call your points of wisdom into me. I don’t like all your presentations your boat whole thing points prove your presence. They may showcase full now just to make their own was already there is a how all your friends. The big guy that’s why it wasn’t that. Oh well there is some. The premise. Senor My subject is presentations raise up in a man you will see in the man my friends sometimes you say your friends sometimes it’s for you but it has cleared you and your talking points from your presence might help you pretty song while I speak for the American Family Association you sell yourself in your ideas your singing on a friend as it is every day. So don’t sell so their ideas of the seem at all interested. I want you that only pull it both ways. And if you do that you know this is the scale. So again yesterday I was sitting on my way friends and I am a ride to the version that praises the basis of all human living joining the dictionary that raised the famous phrase Prentice Hall. We may live are the same presentation different only and I’m going to challenge you to come up with your premise for each audience just I know you focus on the first you’ll see yet my meaning will not stupid and still be better every dog don’t all do you think that yes I’m going to suck you don’t go. Toll all those up with the American Payroll Association I could say every payroll not get promoted. Oh I don’t get promoted. I don’t run well on the sell yourself and your ideas your senior management who I forget. And so may I suggest I am friends in the health and wellness. I say yes all is top then we all know selling health and well as we’re not selling that patient meditation or exercise don’t you fret what you was selling it is productivity. I guess productive enough to be more relaxed and healthy. Well so we build exercise meditation. You can trace your every day life for yourself. The result also makes sense any other human. I’m not the point of which is where is your premise or set. Oh oh how do I do that to the well this is really this my life easier. Well I can never get me a cab then resent how whole first place in presentations. Oh goody goody goody. I needed that one all. Just saw. Your presentation focused on your oh this is why I will start with this is all this is that strong your presentation or conversation. So the point that is you can say maybe I did. You don’t know what you write what you say Well I think I’ve heard it their presentation. Oh my God I didn’t say it was a cult you go design a presentation based all your help. So your new strategy would be if you stage one your last comment. Oh my God I thought chimes along. You’re all right good that the government is big specifically when they got you. Lots of marriage last call talking to the economic board. Don’t you know your struggle just mention whole conversation we could explain what we’re doing just talking the way a speech is not a horse as a matter of good speed sans conversation. The difference for truth is that all recession and a homer say she only son thing speak. Is that thing that are we all all crimes. We think all the best way. She gets our best kids across the east Hunter and more specific Congress and he has a conversation that objective and go back home and I may. I’m famous I’m not on the friends of my brother to share a subject with no I’m Sister. I’m sorry my late yesterday brought so that I say that the song that remember what we were talking about yesterday my own mother told us so is that Hudson specific on their day a friend. This is a bit of specificity will spread but i slap people around a lot virtually But you know like my exact point I am not the slime you stop stop is wrong. The break. What are the most frequently asked questions. What exactly do finances specifically want to me and then think isn’t specific is spending working until we are looking at your map when you’re out of money by the minute that you’d rather it is an illusion that all humans best educated highest paid professionals English blood be the second or third language that leads to this big business leaders have to be specific and they do don’t they. They drop the yoghurt you do some of the info that what you mean by thing becomes better. And so it needs a big home. Sectional so controlled yet mine with a memorable stories and razor sharp specimen. It’s really her slim if you ask me a long. Oh oh I don’t know cause my executives said oh yeah well you might not time to lock yourself in them all that well and practice and I’m presentation but what you do wish you didn’t see your colleagues are the same challenges the story about when my dad ran against them promising to say let’s call her say she will be at the dinner table with you. Growing on the first month presentations all the trigger. I know others. Way You Want also make your leg right. And you’ll run right. Until then together. So you can hold the over you when you’re gone. But he will prove all the better words from your mom. So whatever works for you but I hope works for him and. You have been paying a lot of attention and really want to know this point where you might run or what I’m going show specific questions about what you heard of contrition reach transcriptions or misuse the word gets called Graham Don’t I know it is one that keeps writing to me. I haven’t even yet the east speakers. Just Google. I don’t have one line right there. Sorry this is the super. You know me I’m not sure. All right. Specifically what if you. For example. I’m literally about approaching my son back on the road and people kept coming off of the crazy things that make you successful and I suspect the back of the room we came up with thirty nine words good think good. Would you rather hear the speech. Would you say box if you’re trying things that will make you successful all three stripes and they guarantee you. So when you say if you were saying well it’s just me and we are still intermediates. Oh I can vote my piss up a way or presentation yet anyway. Yes it does not start with me your body looks like she’s been brought to you when your next president takes over in life you have already got mad at both of you say oh good lord I’m speaking about authors. I don’t know the bound book. All right on the subject. Oh oh oh oh it’s terrible. I’m glad a little like many of you by the makers of cancer I’m sure you know story. He’s a player like Kelly but why don’t we talk about if you hate I’ll be gracious and you if you don’t it’s OK i might help me read it. Yes I actually. I’m not I have to let your mother know not really knowing what I mean. Right now the OK. The question you can find a bag of is exactly the same you’re go oh look at the his hands. The man you know when you get home from Atlanta. I mean I question when it comes to herself for me I work hard and I don’t write I don’t go out what the government’s been rehearsing for King Records. Oh yes with this a lot of big war for example why not say don’t use those same song nonspecifically single time executives maybe I don’t do it. I suggest you do it like this and you just don’t know the way you can take to the stage top specific language with Work Choices is ability to really take on percentage. So that said however what you’ve been looking through a lot of my presentation. Well actually I’m Rachael rooms all the presentation here all segments. I would say go up and then you click here it will be very good for her in there. Say let’s all go ahead. It is a leveraging going to reverse that when it comes to interaction and playing on the audience. And. This is actually the one of the mind doing all might be art and there is a lot of men. That this exhibit any time you do not cease in your training you really have a lot. You have no idea what they are going to give you to work with that is living on the edge all around where you were all season. That’s another way. What you prove to your readers you actually do know what you don’t and to do that is where it keeps it fresh. All right. Lord so you don’t like to play. No you’re a bigger than me. I’m going to get or no national surveys and I think Oregon. And so forth. Won’t if you’re going to give a presentation to Paul Ryan Chilcote eight dollars a pop when you see strategic intelligence or go of what I’m what I’m trying to live here. You know and see if there’s any way the exercise which most specific but we’ll see what you’ve got it does hold up red is everywhere. It doesn’t matter if you know how to recognize it or not use it against you and you can use it to make a lot better. OK So day. Rhetoric is a gate great word that has been a rifle century. How do you raise your hand if you could now give us a very good close to dictionary definition of bread. I’m too big. I’m I’m just what I want you to do is when you do that you want to stand still. You can certainly change the time only. So what you do you know he was going so it’s very easy if you fall in love. What do you know what to do this new speakers you want to reach old or what I want. He challenges from years ago same question. You don’t get that. So stand on our team and I want you to deliver your opening line tonight nice friendly and then deliver your new game line and then you might go out with a celebrity second wife there to write one of the top and slim guy because this is a process nicely done today but no one could give you the clear that basically you want to work. So yes lot might have no business or I’m not doing this is what happens in a stressful situation. This is the creative process unless all the best and brightest people with only minimal. Minds interest you know. Yes I’ve been around for centuries or millennia or I’m survives. Here or heard or what you’re or on any level that one of the let’s start by sending our love to this only is like your last true fact. Why didn’t we lose both her hand and maybe even in your SO deliver your opening line for one of these friendly faces at the station just one line of the time. This is forcing your own words under the magnifying lens might interest you to know everywhere. It’s been around for centuries. What you say and I get no I’m asking you when you say centuries. What you want were wrong with giving said yes well that way for what you lot was essential everyone. Thank you Larry. Sounds very flattered that all we can see you claim and also because they are. Les It sounds like it was the plan so that the words centuries that were on the table with a problem. I can tell you that the psychological reason why I never really was right. So let’s assume there is a grandson all the people you know I’m so done from the Call My views on this is that it’s very difficult to pick up the third building your calling in this is time for your message assignment and the second time in the next in the next five minutes about why go back to the beginning. This is mine to say it is to conversationally right. Each section is right. The next go by the first to the second again like the third I go beginning like this is happening again your body is more like this to me and this is a family friend or it might interest you to know that right now is a principle not eight percent of the time you need a chart. Is a set of friends. You’ll see the stats rated Mikey. That was in college he is a separation is a problem for my family and it says any or even wrong. You Cayle him to just say think this is business communications. Consider as sets up the phrase and it impacts rights and impacts for a state that said so is not day every day you empower you know more troops right. Ones I think you just assume that I’m trying to understand what you just said Oh if you really I mean like exactly as you did when the daily you know the first the first war first generation the very first law just one law. It might interest you know everywhere. I am go to see how I am now and how do you know what works best. You do it both ways and your audience will tell. And this is one for you my friends wispy it might interest you to write down but it might interest you that I’m closer. It might interest you to see more of your interest this way that is very good to show your audience your options because it’s your opening and if your no new woman to show you look she said race color the final for me on the way to me it’s all goes all natural like whole life only gets tells you if you think with all your might interest that people may not get interest in the. That wrestling will get you but not the three million with the definition. However as a professional. I’ve come to the bet that they are going to go oh and do your research. I’m glad you thought it might interest you to know that rhetoric is everywhere. Do you sit around a century. But it’s likely to have a better however on it with their money. However I’d bet money that most don’t know that. Here’s another technique. Yet. What holdings you speak to one person and others are because what I’m saying is everyone radios the audience the speaker has told me this is time and then you can say yes but it’s not all you told me one verse. I think with you missed the definition or friends or family or it is the art and strategy of public lives and. Why yes and I just. One thing I struggle with fear is on the one hand you want to use on one mind exploration and will get him down on the other. My memory. I don’t give any indication right from the how is my well understood the premise. The premise is for you right to clarify your thinking in many situations on T.V. presentations over my introductory sex all I might say my friend is every caps neighbor but there are always the I’m the friend. This is the big idea and you’re happy making all these you buy not use those exact words. So for example one presentation. I never stole ring the punchline means like this if you use a certain situations the answer is no if you don’t then I said I’m. We aren’t here to sell the culture and your future sprawl I’m waiting this group and that because that was what I’m approaching. So it’s a matter of you go for your I think then you take the big idea what presentation. I guess I’m thinking more in terms of something in the present just like when you’re in a conversation. You asked me what way do you know so I can give a one liner. OK what you did I help companies grow in your increase just exactly. So your premise is every penny you are using goes your next twenty minutes and actually the Rotary Club. OK. Everything is just so rotating you know throw chairs on matters of business or so you can say every Eminem song. Road safety of family road and your I mean it’s yes. Also you’re rich. Well yet again to prove that with pride. They didn’t do that. And yes I can say that’s going to be the result because the results of you reading here is that your presentation as long whatever subject to everything. Whether you know you are already bought our first place. I’ll do my job and use your learning honestly there’s no need for me to explain I’m right there never was in my phrase are you going to try and say every military can run a business of mine I mean we’re going to do just a little better. No you give me to get lines where are you going to make I think your they were going down your cell down. I should be my right hand up you know where you grew up right now might not know this is a service is there any phrase I hear you. Yes can you value. Perhaps you want to call it home likely I would not have said that way or I would not know that I read but I’m going to do that in my presence at all seasons that will get. Oh this is a young brothers where all we got hands on we get only really have phones and rattle point gamma from a million right. You know it’s no real big but there’s a million what you’re not going to see what do you learn from this presentation. Even as a seasoned president I would not have said it may surprise you to know or I would say just because it was a just be it. Because now that’s being one. This is interesting. I was raised with said writer River has to be the right person. OK That is certainly I don’t drag along this isn’t also matter of right or wrong it’s theatrical show us highway me cause getting people’s attention is sometimes Tom especially those still walking in are they getting all that lean on me yet they were tension. It would be fun for us. So they’re all different. My friends proposing. All the sayings of the season speakers who think it was fraught with the back three presentations and see if it seems there are results there. So when all we said we are here like this are the only ones you know read like I don’t know. OK I’m going to be interesting to hear from is a love letter that I bought from the Army Sergeant Bowe not president when talking about what did you did you hear it. Suggestion I think it is a presentation that uses big or what gives. I was surprised the whole lot. Rather coming from Ron Clark and I had the sense we are going to come to you and I struggled for years trying. I don’t know yet. This is not all the other way. This is a good sales level that perfect read and we’re all we are struggling with everything but that’s the next season’s figure brought up specificity of the law and I’m not meaning. Jeffrey I just said you know I’m with you. So many of us are for the for work for media or that old master. I just love watching the tape just focus on what.
I said and president for instance there’s a reason the bond of the rocks when that was that I mean really how close will really to really connect with us emotionally because it’s very there was no emotion I was badly away but at the end I felt like I wanted to die. I remember him just said. So the transcription I do. Yes and words newsletter. She walks in talks into her phone was she walks and then she sends it to a transfer and that’s how she keeps getting better and better behaved and so she reads books so for me. And for those of you you know my Nancy transparent you speeches for. I’m interested. I want to be human. I grew up. I work with Peters and what I do think this is something that you know what I’m thinking well you know you know I’m full here and I’m with you and you gave me the brain trust our were rehearsals. Joe Cross your inspiration was your inspiration and it would be wonderful. Thank you so much and don’t sell this not work. I’m right it’s the process for all my clients who have suggested just trust the process that is they get to know as little Praful and say For us the broad and low tech and not just trust the process go you know traditionally have a retirement so hard. He’s a lot like everybody every thirty two years one hundred percent intended. Sorry i was fantastic. So I’m going to use every goes here you’re going to finish the race. I did it. So last going to tell you didn’t do any good. I did and it’s like to see that my career is off my wall here. So we can send them to believe that’s all we have right. That’s why we are there. Life on your very very cold check your mail very already started start it but that was the way I kept. No not things ideas suggestions ideas on idea. What I liked ways your way of connecting me. And please. Here’s where we’re going to go back to teen with. An easy thing to go home them accountable so that when the point is that I was missing and then I said the word things was in their way my summer I said on the other ride like I’d really like that you demonstrate with a high C. so though I’ve seen it. I mean it just triggered i do it more often than the other and a different way further good. Given that I’ve generally led where I’ve been trying to see if you’re really in all those Barrens you are doing well until you both go in once and your actions under the magnifying glass. We are speaking to be remembered and repeated. And very often we speak. She only gets hold of all we know possible restoration that there are many things twenty all costs a few days. No I don’t think I have been a complete and a hold over you know your presentation your body you might not have time on the national stage to go through everything here we have a big group already So point one and tell this story that story that told the group. You know and then if you were in your early you will now do you know eat your all up act. I think age the more years he was here early. There is content where when we have the same people structure some other big scripting it will be easier. So we’re all interlinked. And even though your message is universal. Let us focus on this audience is as my brother Roger for an O.T. second best interest in the mystery of the world living all day by Rolling Stone magazine in his group King Crimson last month was just in case they happened I proud of what he says this is especially for the seasons. He says it is the way. Speed is the assumption that innocence in that context which me. Although you might have been talking about the subject for thirty eight. When we thought. I thought. Also this is the first time in this thread with this obedience with this cult that is innocence. You just knew it is right. What else is over it’s leaking speak lower incivility I was asked how come you are such a great actor he said I have think humility to birth. Not only that. Michael you have heard yourself a friend saying you made it right. You are now listening to with my L.B. ultimate show the coverage of the caps twenty sixteen convention in Edmonton will resume. After these messages. You are now listening to which way I’ll be ultimate show you here as we learn from but Russia and the first half of the master class on powerful presentation. I would encourage you to replace this episode and listen to it again but Russia is one of the Legion and this of this particular industry. Everything she said it’s really really really amazing. She’s an amazing lady. After the little brick. We had we had the second part of her presentation and it’s amazing. Also how she can do focused laser coaching. On her feet through individuals and I believe. As much as you can learn from that is to ration and presentation. It’s much much more upward a bigger opportunity for us to learn from simply listening to her comment on an actual presenter I would encourage you to turn to the second episode or the following episode and look for. Better chef report to and you will find Mr Hugh here thank you for listening to went way out the ultimate shelf.