5. Внутренняя модель продаж — Transcript

Module 5 of Straight Line Persuasion focuses on the inner game of sales, emphasizing mindset, overcoming fear, and reframing challenges for success.

Key Takeaways

Mindset is the foundation of sales success and personal growth.
Disempowering language like 'should' and 'problems' limits action and focus.
Reframing obstacles as challenges helps maintain motivation and resilience.
High standards and persistence differentiate successful people.
Managing your mental and emotional state is crucial for performance.

Summary

Success begins with conditioning the mind to overcome fears and obstacles rather than focusing on problems.
The module teaches powerful tactics to develop laser-focused outcomes and replace disempowering language like 'should' and 'problems' with empowering alternatives.
Metaphors are used to connect past experiences to current mindset blocks that hinder success in sales and life.
You are not defined by past mistakes but by the resources and capabilities gained from them.
The importance of high personal standards and willingness to do what others won’t to achieve success is emphasized.
The speaker shares personal stories of persistence and hard work as keys to wealth creation and mastery.
Language patterns and the straight line persuasion method are introduced as essential sales mechanics.
Managing emotional and mental states is critical for closing sales and achieving goals.
Replacing the word 'problems' with 'challenges' empowers action and resilience.
The module encourages taking massive action, adjusting approaches, and maintaining a resourceful mindset.

Chapters

Full Transcript — Download SRT & Markdown

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[Music] Hi, welcome back to Module 5 of Straight Line Persuasion. This is the inner game of sales, and this is crucially important here because what happens very often is that we tend to focus on our results in the exterior world, in the real world, and

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we don't focus on what happens up here. In fact, success starts inside your mind, not to condition your mind for success, but to condition your mind to move through obstacles, through fears, and to focus on where you want to go in life

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and not what you're afraid of. See, so many people out there, there's a tendency to live in the problem versus in the solution. So what we're doing here in this module is we're giving you some very powerful tactics and very powerful

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techniques that will allow you to develop a laser-guided focus on your outcome, on where you want to go, and you're going to learn some words that are very destructive, things like the word should and the word problems that

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tend to disempower people. And you're going to process called reframing, where you actually can take those words and apply a new meaning to them that propel you to taking action versus keep you in a box and stop you from taking

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action. I will tell you this: there's a lot of metaphors that are used in this module, and I want you to focus on the metaphors because what they really do is they're going to link up your past experiences in your own life. I'm allowing

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you to really see how, without knowing it, your mind has worked against you and stopped you from being all that you can be, not just in personal sales and persuasion, but in your relationships, maybe with your children, whatever it

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might be socially, especially financially. So again, this module here, it's crucial. You learn very basic tools here, but that are very, very powerful. They're all going to be easy to use, which is very important. And before you watch it, I want

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you to remember one thing here, and you can hear this in the module, see it on the DVD: that you are not the mistakes of your past. You are the resources and the capabilities that you've gleaned from your past. That, if anything, is the most

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crucial distinction in this DVD. And I've used this, but when I work with a lot of kids who are for charity with the Salvation Army, kids who had terrible, terrible upbringings and had insult after insult dealt with them by their

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parents, by society, many are addicted to drugs, are living on the streets. And when I get these kids in a room for a couple hours and I work with them closely, the core message I get through to them is

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that everything that happened in your past that was an insult or that hurt you, it now becomes muscle due to go forward, to get that learning from the past and to get tough, to be able to

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go forward right now, to move through fear, to move through uncertainty, and to move through self-doubt, most of all, to keep your eyes focused on where you want to go. So remember, keep your action book handy, make notes, watch for the metaphors

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related to your own life, and I'll see you on the other side. I talked about Bobby Koch, okay, the guy who had an IQ of a summer Forrest Gump, right? Became a millionaire, is a fabulous guy. And what

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Bobby Cox really exemplifies is that trait he has, which you could call your standards in life, the standard you hold yourself to, what you will not settle for less than. Okay, it's based on this: okay, you'd be willing to do what

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other people are unwilling to do today to get what you want tomorrow. Most will tell you they want to get successful, they want to make money, they want to get ahead in life, but they're not willing to go the extra yard. I told

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you a couple of stories before, and it was embedded in there was the secret to success. I said to you that I was 20 years old and lost my money. I went out and knocked on doors till my

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knuckles bled. No one else is going to do that. I'm sure some of you women or I was no one with Dillard, so I cornered the market and that made a fortune. When I decided I want to become a speaker, I

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holed up in my house just so you know. And not about this, the straight line is unconsciously confidence. I can teach this in my sleep, but I'm talking about other stuff, the wealth creation and on a different level, right? When speaking to

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entrepreneurs, and I had things I needed to learn on my own skills. I worked for months and months and months and months non-stop, reading and reading and reading and writing and writing and writing my own book, developing my own language

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patterns because I knew if I want to be really truly successful at the highest level, I had to be the best, especially that I could be. Now I'm bearing the fruits of that, but people say, oh my God, you just

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started this business, you want to be a public speaker last year, and you're on this massive Roswell. No, I'm not. I didn't start this business last year. Hey, I thought it when I was 20 years old or 16

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years old hustling Isis on the beach, who has been a hustle since their teenager? Raise your hand. I bet you a lot of you are exactly. Okay, I know I'm, I was out sharing waters and life of a Tommy

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story, excuse us, bling, gold watches, Royal 216 is always out there and Canal Street. You, I get it. I get it. That's why he's successful. That's why you're successful. That's like you're successful. Okay, because we do to do what it takes. Caveat:

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that's ethical, doesn't harm somebody else, that's productive for humanity. You do whatever it takes to become successful. So I'm going to teach you now. We're going to go into the straight line, okay, the actual mechanics of it in the

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language patterns. Okay, and I want you to understand that for some of you, it's going to take some work because you know your language skills are a bit lower down on the totem pole right now. You're not a natural closer, so some things

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might take time. But if you want to be successful, I promise you. So if you're the sort of person it's going to struggle a bit, don't worry. The beauty is in the struggle. The beauty is in the struggle. Once you get there, it's great,

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you enjoy, but the beauty is in the struggle. That's the way life is. You know, I told you the first word that's the most destructive in English rivers is what? Should. Right? Should, what should you, when you should, you're all over yourself.

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That's what you do. Gates to procrastinate is favorite. I should have went out. I should have done my taxes or should I gotta do my taxes. I should have done this. I should have done that, and they don't do anything. That

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should. The second most destructive word in the English language is this. I'll write it up here. See, you do this in blue now. Problems. Everybody's got a freakin' problem. Problem, problem, problem. Everyone's got problems, right? What a load of crap. This worries problems. I

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want you to wipe this word out of your language patterns, okay, and replace it with this word: challenges. That's the word. Problems is disempowering, overwhelms you. Challenges, you meet head-on, you right up to them, you overcome them. Another word for this: obstacles,

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barriers, whatever standing in your way from you and your goal and your vision. Change the word problems to challenges. Number one, I said to you before, all you know who has more problems, rich people or poor people, right? Poor, brilliant, all poor

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people? No, they don't. Rich people have more problems because they've got a lot more going on, and there's always a problem. There's always a problem when you have money. It's just less painful to handle it. The real word, the word that

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empowers you is challenges. Look at it this way, and I know most of you successful, but some of you probably right now are struggling financially. It's been a tough time in the economy, and some of you on the way, you're

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bouncing back. Okay, and one of the things I say to groups of people, especially when they're struggling, I'm doing a seminar, is that wealth creation is a lot of it, really, you know, they really want to be entrepreneurs. They're not there yet,

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and they're so caught up in the muck and mire of their past, in their past and state, their past failures, and they're so invested in that, and they just...

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let me just tell you something here is the real deal if is one thing that you get is for non failed is this just for your life you you and you you are not the mistakes of your past you are not

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the mistakes of your pests you are the resources and the capabilities you've gleaned from it there's a huge difference as soon as you make that shift in your life you're going to really do anything that's acid you bad

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is your greatest asset I was interviewed on TV and New Zealand we can put online by the way you can find it like Leslie and I'm on being a view for this guy to the great to do from New Zealand TV and

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the last question goes you know you know you're making millions and millions of dollars right now and you know in some way don't you think are you saying you're glamorizing that you know you can you commit a crime and now make knowings

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a millions of dollars you roll bestsellers you're on a tour and this is not an adversarial integer this is a very friendly and he asked me genuine question it was like aren't you you know he was very nice about it and I know

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it's kind of stunned for a second I hadn't thought about it and I said absolutely not I said my past is my greatest asset what happened to me now I'm proud of what I did and I feel bad

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I've remorse remorse not guilt guilt is a loser's of motion remorse is the emotion that allows you to move forward and do things right feels like oh I feel so guilty over with me and you want sympathy on or your best

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remorse is the empowering emotion my past is my greatest asset my past has allowed me to a have the credibility to stand up in any room and know that I don't just talk the talk but I've walked the walk but I've made mistakes I

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represent the people that are down at the bottom and I'm out for how low you've fallen on the totem pole of life of relationships have loved anything I lost everything not just my money I lost my wife she walked out

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the day I got invited guys the day I was walking down the courthouse messages I wanted divorce imagine that not that I was a model home ins or anything while I was married to her those you read my

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book know that but my point is this in one day I lost my freedom my money and my family and I want to crawl up in a hole and die I wanted to crawl up in a hole and die so if you're in a spot in

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your life right now I'm hoping up if you are I want to tell you something there is no level no matter how low it is that you can't come back from like gangbusters because I did it I'm living

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proof of it I'm living proof and I came back harder and are never with that in a way that empowers other people helps people where I'm now I'm article the Colby the Guru of an agreed in the biggest newspaper in Australia you know

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how honestly I just you know the first person I showed us who you know was my children I should look at your dad I said look look at this I should read this article they call me the guru of

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Andy and I was proud more than the money well then you say my might debt when I saw that I had to show it to my son and my daughter that's what it's all about so I don't care where you are life if

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you're not where you want to be that's okay you're not you're past your the resources and capabilities that you've gleaned from it make sense everybody yes or yes Newton's law an object in motion tends to stay in motion what that means

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is as follows if you are in a bad spot right now if you're skinning in a bad direction right now you're gonna keep skidding there it doesn't stop like that an object in motion will stay in motion imagine it's a place where I was I flew

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I helicopter used to fly helicopters and I took my license they have my license I have traditionally called portal rotations and if I they're flying helicopters at all okay what our rotations is when if the helicopter engine dies you can land it without an

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engine by allowing a helicopter go into a controlled dive and then the last second you pull up on the stick and use the store energy in ellicott the flesh you skin to a safe but bumpy landing that's portal rotation okay

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so my captain said he was a while then my captain because he was also the captain of my yacht which we actually factually drove it out into a storm he says listen here's the deal okay water rotation is simple you're going to dive

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down at a 45 degree angle with no engine and at 50 feet you're going to pull back at the stick but the key is do not look at the ground you going to look forward to where you want to go you look forward

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with your eyes with your focus and your body will take you there I was like okay that's great that's what I teach people in seminars like you know focus you know focus on where you want to go and you'll

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get there right great we go up and sure if we have to actually turn the engine off get a practice there something what a stupid idea this is K what you wouldn't simulated no you can't do anything later you gotta do it for real

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so we go up there like no problem you know strong on top we go out there it turns me engine off we start diving down at 60 feet I thought pull back I'm like holy holy i'm looking at the

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crown i can't take my eyes off the ground and i'm going to fix my chin yeah except i look forward i pull back on the stick and i go to a safe a bumpy landing ironically i knew not the focus of what

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i was scared of but that's human nature we focus on what we're afraid of and we crash into it because on what we focus on is where we go we're focused goes energy flows what you focus on expands

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in your life so if you're interested right now here's the metaphor for your life if you're not going where you want to go right now don't say oh my god thinks it's so bad since it's like boom you crashed right into it you set a goal

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and you look at the goal not the problem you don't invest yourself in the problem you invest in the solution and you keep looking at it now what happened is this when the helicopter was diving at 50 feet and I pull back on the stick and I

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looked ahead to the continued to dive yes it had momentum get it an object in motion will stay in the same motion and half momentum so my integrals it ain't working and I want to I want to see me hit it may I

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get punched let me really see the Punch coming so you want to see the accident before it actually happens human nature right you want to look at both of the crash about the look ah the emissary guy is in the bed and always a guy in a

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foreign stupid rich guy in Westchester it got a Ferrari and it's a wide-open Road and it feels everywhere and he crashed into the one telephone pole I kind of how that happen guess what same thing with focus goes the copper got a

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telephone pole even oil rights a telephone pole what do you think happens when you're focusing on the crap in your life what you focus on expand what you focus on you attract so let me say if you're focusing at all the crap in your

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life what do you become a giant crap magnet you attract crap to you and it gets bigger and bigger until you're full and an avalanche of it and get destroyed so here's the eye so he tells me this in

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my cheese I and you to look up ahead but I couldn't do it I said whoa let's do it again I'd do it again we went back up again we started going around saying making the pad and to get to the body

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pull turns up the engine we start diving down I'm feeling good I'm feeling good 50 feet I'm like he was your foot again i'm still looking down he pushes my chin up I pull back on the stick and sure

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enough I go to a safe landing why would I still look down knowing that I should because I'm conditioned we are conditioned to look at all problems and to focus on our problems and because of that we would compare allies with fear

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and we crash right into them go bankrupt lose only love get sick whatever it might be we get destroyed third time up and do it again get my license right it takes me in pan we dive down 50 c get

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this defeat I pull back and I look up I thought I looking down but I looked up why because I conditioned a new pattern you can break your old patterns step one is interrupted that's I'm trying to do

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right now interrupt your pattern if you're one of these people who folk crap in your life I'm interrupting your adding right now step two is conditioned a new pattern now to start looking at your solutions on your goals and under

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vision doesn't matter where you've been imagine if you're on the speedboat and you look behind you at the wake ask yourself that foamy white thing have anything to do with I'm going now does it the wig does not drive the boat your

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wake is your past what drives the vote is you the captain and when you're focusing on right your focus that's where you're going and the engine the motor which is what that's your actions okay the state that you're in this

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resourceful state to be taking action and focusing on the good stuff versus the crap that's called being a creature of circumstance but the creator of circumstance you set a goal you focus on it laser-guided like the straight line

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when someone walks in the door of your sales person on the phone your focus is on the clothes everything else is all the noise in between its life so your condition new pattern and you move forward so simple as that at the heart

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of it all I'm going to move on past this stuff self development at the horrible but it's I need to give you this stuff too because it's really important for sales efficient you're an up and down business and one day is great next day

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to disaster and i want to just share some distinctions with you can help you manage the way you feel as a sales person as a human being moment to moment because what a state does your stay I'm talking like a physiological emotional

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state how you feel now there are states that lead to wealth and success it said a couple before about sales certainty clarity conviction confidence in your personal life or those the best face maybe not maybe it's love compassion

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understanding empathy those are very empowering states master the ability to be in those states got something conversing the disempowering states which are fear jealousy greed and on the opposite ambition be the empowering state right jealousy greed overwhelmed uncertainty

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those states lead you to a performing a low-level be to be in more on resources that's because they almost snowball on each other you know when you're on a roll as a salesperson and you're just doing great and I'm on a roll right

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that's called resourceful state yielding a resourceful state yielding resourceful state and when you're killing on minecraft is a salesperson your can't close a door okay it's cuz damn I can't close I damn I can't close Newlands on your walk in i'll tell you a great story

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about state management my first day ever training for sales i was 21 years old and it was door-to-door sales for meat and seafood as I said my first day on the job my friend trade me we've been for very successful guy very successful

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and he was selling on a pickup truck you know those guys to go around so he stinks of instructions in Bob Dylan right boxes right and he takes me around his door to door cold camping the worst job in the world I mean really awful job

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takes me around a Knox like 20 doors in the morning and he sure is ok how you doing my name is Ellie I doing the flavor yelling trip blah blah well up being positive you know and I'm looking

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at the thing and everyone's like knowing that you know slamming a door to space okay somewhere around twelve-thirty I walk up the dog led opens the door I see if one shoulders again slightly down and data he's not negative yet right almost

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like 1230 he knocks on door they opened was like you wouldn't want any filet mignon shrimp and lobster tails right I mean I delivered some of the other people no one wants today do you want any that's how his rap de generated he

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went in an estate of complete and utter uncertainty you can't close you can't open you can't do anything as a salesperson if you're in that state we don't think they're going to buy you cannot do anything meaningful in that

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state and I washed it before my eyes a salesperson and you must see this if your engineering especially if your sales management and you're sitting in an office you so when it's not the well and you watch or they just think

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and think and think they pick up the phone like hi it's uh you know so-and-so going from XYZ company uh no you really wouldn't want any of my product would you not going to close a lot like that

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that's the ability to manage your state it's how you act in the moment so you might be the aggressor best salesman in the world but how are you right now can you close right now you might be the

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best parent in the world but if you're in a state of impatience how great of a parent can you be mad about all the books on parenting you might love your kids to get but if you're in a

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disempowered state of impatience and overwhelm can your parent yes or no you can't you might be the greatest closer in the world but you're in a state of absolute uncertainty can you close they pick on it up in a second they pick up

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on it in a second the state you're in in the moment dictate your successful failure there's one thing in life distinction that can really get two hits the ability to manage your state bar none that's number one how long rain

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makes sense of the world okay we did three things okay in this room right now you think you're seeing the whole room but you're not what you're doing is you're deleting distorting and generalizing everything around you to make sense of the world write that down

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you delete to store it and generalize let me give you a very quick exercise here so you can see the power of this and I want everybody right now to close their eyes and your eyes closed to everyone close your eyes for this

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exercise just for a couple seconds and i went with your eyes closed i want you to okay clear it out complete now so you see nothing just not the Gulf of blankness right now okay okay okay now I

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want you to open up your eyes okay and I want you to look around the room for blue look for blue look for blue look for blue look for blue look for blue as much blue as you can possibly find in

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this room look for blue look for blue look them up enough spot to close your eyes okay with your eyes closed I want you to think of everything in the room that's red so make you see a lot more blue right now then red right

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now open your eyes and now start looking for red look for red look for red look for red look for red look for red look for more red okay great you see a lot more red and you're looking for it

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carpets read write her shirt is red right the exit sign is reg the coca-cola the bomb could Papa pop is red right anyone else see any red who sees red the chair is red okay anything else run and

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I'll see red got the copper what else anything else for reading room keep going someone who's got any more red in this room I guess I said anything else in red okay there we go bingo okay said it he said the chairs red is that share

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really read though barely it's almost pinkish the chair but because he's looking for it you know what happened she started making up to be right it happens every time it's really more pink than red on red almost maybe it's

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ready to go on we're not rank sure is i'm looking for it so let me ask you this what happens when you start looking for problems you'll start making them up they ain't in there that's the power of

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deletion conversely what happens when you're focusing on your goal and your vision you start seeing every opportunity that comes your way if you're out there focusing throughout looking for all the crap on the problem the opportunities fly over your head

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every single time you delete them out is a portion of the brain called the RAS the reticular activating system and what it does it decides what you focus on and what you ignore because you can't focus on everything around there's too much

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data by now you're focusing on me maybe that maybe the person's right everything's not feeling it you'll hear the beating of your heart in your artery over here by your ear you don't hear the hum of the air conditioner now you do ignite

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your Ras you don't hear that wriggling of this paper or maybe you did but if you heard that you aren't hearing the air conditioned you can't hear it all you just can't your unconscious line gets it all it absorbs it all there's

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much more powerful in your conscious mind and just like getting stuff in there you don't even realize it's there when you delete out product solutions in your life you're never going to get ahead that's why setting goals and

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having vision is so important so you delete okay number one second thing you distort this is a classic the storage stuff I always loved it as men and women fighting with each other you know a guy fights at his wife he calls up his

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friend goes my life is the biggest ant in the world I guess she always Han text me she's always got a problem she never understands me words like all we have always never biggest we distort the truth to make always every Cuban does it

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and then what is your friend say I know exactly what you mean they're all like that they're all and the woman calls up our friend my husband either bigoted f he doesn't see me he doesn't understand me never never sees me never understands

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me and norm I know no men oh they're all like that we do men and women we and every de sports both both sexes to that we distort everything we make the things that are good really good I think that

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our band are really really bad we delete we distort lastly we generalize we look to make patterns to understand these three things when you're closing the reason I'm saying this you're going to start to learn how to use this to close

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because when you get people seeing things a certain way you organize their Ras they will delete out the fall distort to allow themselves for wash in the positive emotions of your product three generalized oh that the core you

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sounded and see my honest that oath of you are you are you're not like the rest of them generalized you use these things it's very powerful tools to motivate yourself and motivate other people to buy but again never do this in a way

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that disempower somebody else don't get them too closely associated to a good benefit if it's not really there for them if it is there you also you really you you you're really shame on you if you don't allow them to really feel the

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benefit of a product you're not doing your job shame on you likewise if they're all focused on the negative you know the positive you know no one can live like that in the negative ice you do your job but don't do it in an EVO

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underhanded way okay and that's the right there but I should have shown earlier okay that represents okay with you at the helm controlling your destiny towards your goal right if that ship leaves Tampa and set sail for Spain and

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there's a captain active at the helm what percentage of the time will it reach Spain like 99.9 right almost always look something really bad happens okay now imagine that ship going to Spain without a captain going randomly what's the chances of reaching its goal

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like zero won't happen okay I want you to imagine every sale that you make from this point forward has a goal from the time you start the sale it has a goal and the goal is going to be the clothes

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okay the three ways of managing fear number one pretend it doesn't exist you ignore it this is what people who really really really live life at the lowest level they're all employees they never owned a business they don't sell on

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commission they never get ahead in life get creatures of utter circumstance they say I'm not anything they don't pretend all my skin no it's not fear that's holding back from taking action it's not fear that stops you from being commissioned based

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salesman it's not fear at such moments no no it's my story and they have a story about why they don't have what they want in life and that's what holds them back from getting what they want like it's your fear this is what holds

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you back plain and simple that's strategy when they ignore it and they live a completely different our existence this is the next way to manage fear you act in spite of fear this is what I did for many many years my first

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started I struggle the today by the way I bet most of most of you in this room probably lived this way if scared you scared the hell but you still act to scan for sale for Jack you scared to do

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something you act your skin to go throw the ball but you do it when you live this way you become very wealthy but very miserable you become anxious your anxiety because what's happening is you're scared to do stuff you're scared

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about your outcomes you live in fear but your act anyway you only disempower you but you let it give you those terrible feeling inside of anxiety I live this way for many many years and I first met my girlfriend she's like I never met a

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guy like you you are just not scared of anything in terms of business in successive victuals you're not scared of a you go out and do my woloson no no I'm really scared I just don't want to stop

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me there's a difference of course I'm scared I just act that's not the best way to manage fear the best way to manage fear is this is to understand it and accept it this is how you really manage fear and live an empowered life

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with positive emotions not just money but you live your life at a higher emotional level and what that really means and if they understand it and accept it what I need is this is is to just accept the fact that most of the

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fears that you feel are smokescreen smokescreen for deeper fears and there's two fears that have really run deep for all human beings up they what they are and the first is that in some way on some level you're not enough there's

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not enough you're perceived by people that you love and like you're not enough you don't measure up I have that fear my whole life and I worked really really really hard to measure up which is difficult when you're five foot seven

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maybe five foot six and three-quarters but either way okay I worked my whole life to measure up in my mind I felt like whatever it is i get i wasn't enough okay and I worked really really hard you know why I felt the veggies did

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I showing oh man I'm just think ice with you and guess what if you don't you won't absolutely all felt this way if you're lying if you have if you say no not me I never course you did the second

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sphere that runs even deeper than not measuring up is that if I don't measure up I won't be loved or accepted in like they won't love me and I really felt that one too and I'm sure one point

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lesson every day you all have dope smoke streams to get around eyes such a powerful deep-seated fear and it comes back and I want to come back to when we were babies this is not thought your fault or my fault we were babies we made

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a very very bad generalization you know we delete this sort in generalized the generalization that we made is we equate attention and love as the same thing we made that mistake as we were this big you know one day we you know we were

Speaker A

crying a perforated loves if I parents love the baby we're probably good poop it out by for their love is love us and all the sudden one day you weren't that cute anymore you're like a year and a

Speaker A

half and you cried like stop it you like what the hell happened here I had a really good before you know someday be like wow and I still no one loves no mics and Elvis and they fall down they

Speaker A

get hurt and their mother runs oh my god is up and it's finally nice if we pull them problem people they know they get attention by having problems if they are really bad people will love them and they'll get attention you have problem

Speaker A

people other people what happens is they know feel neglected out getting that connection right and all of a sudden they get up they thought to walk again and mother oh my god look and an achievers born and they get

Speaker A

their attention and love through achievement that's what I did okay other people okay they're babies they're not getting the attention they feel that loss of love and they go out and there they break something Nick why don't you

Speaker A

do they got the connection back you got people at are always breaking they're broken people and they get the connection like that pleasers breakers achieve as problem people there's a million ways to get the connection and love back which one of you I'm an

Speaker A

achiever we all have our strategies we run to get the connection back but at the heart of it all is this irrational fear that we won't be loved I'm not enough when you accept that but I actually took back into my heart and

Speaker A

realize the truth is a matter whether I could seem to fail I kids love me my significant other Wells my parents love me my friends who loved me once I got to that point it allowed me to then operate

Speaker A

at the highest level and feel good about it and not be miserable every single day about my outcome you follow that concept okay it become as much different then so try to take your fear is not overnight you still struggle there you remember

Speaker A

when you're feeling fearful you're feeling disempowered and you're caught and then here's the devil's trick is the story it's almost like there's a circuit breaker effect that pops in it's like you stop there they're both story are not rich because the economy's bed

Speaker A

that's your story okay I'm not reach because my boss is an hey I'm Erica that wasn't born rich guess what report on y'all that they were always rich no they weren't ninety-four percent of the richest people in the world

Speaker A

started out with nothing and I'm one of them and it was others in this room too okay so it's all excuses it's all crap okay the system basically works case the bottom line is to sell yourself not just

Speaker A

on the straight line but on your own life okay when you focus on your life every day you look at the successes not the death I will tell you and I had dinner with my wife and we talked about

Speaker A

was very funny he's like god I can't tell you how many failures I add my life it's under a little boys like 12 businesses like a fail very but at the end this is guy two guys talking about in conceptual terms right

Speaker A

to understand human performance right but I can promise you this that when I go out into the world I'm thinking and acting I'm only remembering my fetlife kisses I don't invest myself in my failures at the end of the day successes

Speaker A

that you celebrate and you build on them if you set a goal I assure you this and you will set goals today I assure you that if you set a goal in as six or seven things required to achieve that

Speaker A

goal you will fail on four of them you will and I will use the word failure in a very special way cuz it's really feedback but let's just call failure for a second til we reframe that okay you'll

Speaker A

fail on for them and two or three will be perfect right you focus on what's working at the end of the day you build on what's working not on what's not working you focus on your successes you get yourself into a peak state and you

Speaker A

move on you change your approach for what's not working and that's how you move forward in life okay we're going to set right now okay 60-day goals i want explain to you exactly what you got to do here okay it's very simple okay i

Speaker A

want you to set a goal and i want this school to be specific specific for the amount of money you want to be earning at that point i want you to break it down into how many sales need to be

Speaker A

closing get to the point you want as a salesperson most salespeople here how many hours a week gonna be working or a day how many dials whatever it is when you get very specific on exactly what you want i want you to set your goals i

Speaker A

said not up for the feeling you raise your hand as high as you can its little bit more that's where your goal should be reachable but stretch the greatest cause the number one cause of meeting up in this world is not that people set

Speaker A

goals that are lofty and miss them that's not what happens you said goals that aren't lofty enough and you hit them and you become out average sucks average doesn't make it in this world just doesn't especially if you're in sales you have to set your

Speaker A

goals high enough so they mean for when you hit them or else we'll set these little golden leg up no greater mean nothing happens I want you to set goals at that level I spoke about just above where you're comfortable and I want you

Speaker A

now to take it one step further and take that goal and make it into a vision I want you to get specific write down exactly how you see yourself in 60 days from now enjoying your newfound prosperity or your increased prosperity

Speaker A

who you'll be talking to what will you be saying how do you feel did you buy something new there something in your house you want to get fix their credit card bill that's overdue that you couldn't pay and you paint it yeah i

Speaker A

just paid my bill imagine yourself at that moment and allow those feelings to wash over you write it down when you write down a goal here is assistant number when you write down a goal to you put a date on it your goal has to have a

Speaker A

date step 3 identify the people's the groups and the organization's you need to align yourself with step 4 you take massive action step 5 see what's working and what's not and change your approach accordingly that's it set a goal put a

Speaker A

date on it identify the people's groups and organizations standing in your way or use align yourself with the obstacles take massive action see what's working to see what's not working and you change your approach you set a goal you got to

Speaker A

do seven things you accomplished three great excellent before it didn't work what's my warden twink if you don't do the same thing over and over again that's the definition of insanity right to do the same thing again and again and

Speaker A

expect a different result so when you set a goal and I want you to put a date on it I wanted to get specific how you're going to feel and your personalized where you can buy and I want you to in there

Speaker A

include someone more important to you than yourself let your children your spouse or your parents someone more important to you than yourself and I want you to write something that you could do for them for achieving this goal it should be no more this whole

Speaker A

thing's we know more than a page just one page I want to make it specific with language that's not you're a good writer a bad writer matter just make a specific for language no one's going to see this

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goal button your locker to ask you to read these out loud there for you they're only for you but what I am going to do is I'm going to ask you to take them and put the bullets on a little

Speaker A

card and carry it around with you for the next 60 days I wanted to carry your goals around with you and on top of your goals is gonna be your efficient and then ask you to put the phone put them

Speaker A

as you to put your goals and your vision on your screen saver for your telephone so every time you pick up your iPod or your your iphone or your blackberry whatever it might be you see your goal because what it does is it at night your

Speaker A

Ras and you start seeing all the red and not the blue except seeing all the opportunity and all the positives and not negatives and you sore so what do you think of module 5 45 money module 5 is perhaps the most pivotal module of

Speaker A

all because that's the one that really gets into selling yourself you're your own minds they're getting yourself prepared to accept the rest of the information here and to act on it and to feel good about it to not go through

Speaker A

life in that you know disempowered creature of circumstance state where you really think the world happens to you and to live as a creator of circumstance to know that the actions that you take on a consistent basis will ultimately

Speaker A

yield that result that that laser guides focus the movie spoke about Newton's law that an object in motion tends to they in motion well we know that's true you know you heard on the DVD and when you've related hopefully that metaphor

Speaker A

to your own life you seen times that you are heading down the wrong path yet through simple inertia you just kept walking down that same path so the idea now is to remember that the most powerful way to break that negative

Speaker A

momentum is through massive directed action so the goal here and the action steps here there's two of them are going to be number one to take one definite precise action tomorrow or if it's still early data you can take it today and

Speaker A

also make sure that that action impacts you in persuasion don't make it some random action I want it to be about what you're learning secondly we're going to set 60-day goals here and get serious about this remember you got to put a

Speaker A

date on your goals identify the people's groups and organizations you need to align yourself with any skills you need to learn and then you're going to take that massive massive action and when I say massive action by the way it could

Speaker A

be a baby step because a series of baby steps together yield massive action but make sure these baby steps are close enough together to break the negative momentum and if you take the steps you take the mass of action want you to

Speaker A

analyze your results see what's working what's not working and you're going to change your plan accordingly shockingly what you're going to find out is there's not that much that's not working for you when it comes to the persuasion and the

Speaker A

reason is is because you're dealing with a proven system and that's the beauty of a system she rather than having to make all the mistakes yourself and figuring this stuff out you're dealing with someone like me who's been doing this

Speaker A

for you know 23 years now actually 25 years I'm getting older and who's trained thousands and thousands of people and I've seen struggles that they go through and I've specifically designed and redesigned the system to deal with those struggles to make it ABC

Speaker A

simple you know step by step move by move to allow you to embrace these techniques so you will be the best persuade you can possibly be you [Music]

Topics:sales mindsetinner game of salesstraight line persuasionovercoming fearreframing challengespersonal developmentsales techniquesmotivationsuccess mindsetlanguage patterns

Frequently Asked Questions

What is the main focus of Module 5 in Straight Line Persuasion?

Module 5 focuses on the inner game of sales, emphasizing mindset conditioning to overcome fears and obstacles, and developing a laser-focused approach to achieving sales success.

Why does the speaker advise against using the words 'should' and 'problems'?

The speaker explains that 'should' creates procrastination and self-doubt, while 'problems' disempower and overwhelm. Replacing them with empowering language like 'challenges' encourages action and resilience.

How does the speaker suggest dealing with past mistakes?

The speaker advises that you are not your past mistakes but the resources and capabilities gained from them, encouraging you to use past experiences as muscle to move forward with confidence.

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