“How to Talk to Prospects So They Will Take Inspired Action” is the topic of a seminar I attended this week with guest speaker, Michael Bernoff.
Michael Bernoff is a master practitioner of Neuro-Linguistic Programming (NLP). NLP is the ability of words to affect the human nervous system. For over a decade Michael has worked with a variety of individuals, businesses, associations, and groups in corporate America. To learn more about Michael and his company, visit his website: http://www.michaelbernoff.com
See Michael in ACTION with an audience: http://www.youtube.com/watch?v=nQ_dvSWruFM
Michael states that “The way you effectively communicate with yourself and others will create unlimited possibilities in your own life and the lives of those around you.”
Michael coaches on how to get people to chase you instead of you chasing them. He says his principles work for anyone all over the world.
To learn best, we need to:
1) Listen to “words” (used correctly, make people feel good)
2) How the words make me feel (mind, ears, emotions, pay attention at a higher level) Not just listen, take action.
3) Actively participate. (engage with me, actively answer my question, engage emotionally and verbally)
He asks three main questions:
Do you know what it takes to make more money than I am currently making?
Do you know what it takes to get in better shape than I am currently in?
Do you know how to make people feel better about me?
Then motivate to take action.
Two reasons people do not take action:
Two emotions stop people: depressed and anxious
Focus on what you want.
Become an effective communicator. The most powerful words in the world are: “Growing You.” So when your relationship or business is going no where, focus on making “progress,” moving forward.
Michael says that we need to grow our circle of influence and offers skills to accomplish this: 1) industry experience (something I am known for (do well); 2) Become the Expert; and 3) Be “Strategic” at what you do. Being strategic in life is doing things at the right moment.
He says that we must develop influence and persuasion skills.
What motivates people?
Being inspired–knowing you can, and caring.
97% of the world is not motivated the way 3% is.
Most people wait until the “pain is great enough” to do something.
Most people use a product because they HAVE to.
“Why” does not matter. Bring up their problem, and sell the solution.
Michael says the key question is: “What’s not perfect in your life yet?”
Michael says that “yes” or “no” offers so much power, and be okay with “no” as long as you have a secondary concession. Ask for more than you really want, as people will buy in a few seconds after they tell you “no.”
Michael has 21 words that will make anyone say “yes.”
He shared three of these words with us: 1) “Naturally” (puts people in a “yes” mode); 2) “Easily” (makes it simple); and 3) “Unlimited” (why would you want potential when you can have “unlimited?”)
In summary, Michael says to focus on what you want; focus on progress–moving forward; find out what’s wrong first; grow your circle of influence–Grow Me; and be okay with “no” as long as you have a secondary concession.
You attract who you are, or less. Plug people into “Personal Development”–they need to grow themselves.
This seminar was hosted by Tracy Monteforte of W.T.Powers.