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thank you so about well you can say after that isn't it is thank you I know you love your word choices the choices that are provided for you the exact words to say we work on loads of words to say and I call on my magic words because magic words are so important what makes the magic is they talk straight to your subconscious brain what your subconscious brain is there's a huge part of your brain that makes decisions for you every day without you even knowing about it so you know in your sleep at night you don't have to say remember breathe in breathe out all the way through the night that way you don't know you just do it I'll give you another example of where your subconscious brain has come into play have you ever maybe been on the on the school run or baby on the on the run to and from work and you remember getting into your car in the morning and getting out when you got there but you can't remember a thing about the middle well that's your subconscious brain it's so powerful makes decision for your time and time again without you knowing a thing about it it supersedes or Trump's your conscious brain if any of you are thinking I haven't got a subconscious brain what your subconscious brain is is that little voice inside your head if any of you are thinking that you haven't got a little voice inside your head it's the little voice that's telling you you haven't got a little voice so we've all got one what's magic is if you can talk straight to this little voice you can get decision quicker and easier than you can in any other way subconscious brain works like a computer it only has yes and no outputs one of the biggest reasons that we don't get success in sales is we get customers stuck in maybe maybe there's on pay we need a yes or a no let's get decision quickly and easily I've got tens of these magic words but I'm going to share three of them with you today first one's remarkably useful at getting people to buy more when they're between two scenarios I was watching your new products yesterday and I saw them great new tableware sets where you've got what was it four plates four salad bowls never seen salad bowls before 4 soup bowls four mugs now I don't know about you but most people would probably have need more than four but you'll be at a show and somebody would be saying do I buy four do I buy eight do I buy four do I buy aid do I buy for do I buy eight can you imagine that happening we want them to buy eight only so if we simply said would it be enough for you the little voice is eights enough in fact is plenty and we can make it remarkably easy for them to pick the eight could we use that way of which size starter pack somebody might use in the business which one they might go for or when we're talking to them about the opportunity finding out how much money they want to earn could we say with 200 a month be enough for you with free hundred a month be enough for you would five hundred a month be enough for you would have thousand a month be enough for you they can only answer the question that's posed if anybody is between multiple quantities on anything and you use the word enough you'll get them to pick the bigger providing you are reasonable second set of magic words is is perhaps even more powerful and what makes this so powerful is a little bit of extra psychology do we all know that human beings are a little bit like lemmings we follow what other people do did anybody join this business say because their friend or somebody else they knew today well because they dined out on the trust of somebody else saying hey this is a good thing to do was that a catalyst for decision so often is knowing that people are like lemmings and that they copy what other people do if we can get that collective decision into our conversation we can be far more persuasive have far more influence and be far better negotiators the two magic words I'm going to give you this time can get people out of indecision remarkably quickly if I use the two words most people a little alarm goes off in your head and says are most people so if that's what most people do there's a good chance that could work for me too so how could we use that you know what most people would do in your circumstances is they would take on board the opportunity have a go at four shows you can get for lots of people together and then see what the results are then see make sense so many scenarios away you can use the words most people that can get decision from people like instantaneously it's remarkable have some fun with it and if you want to practice it first go practice with your other half tomorrow Monday Tuesday see we can get them to do using the words mostly you can't nail third set of massive magic words come to when you get people who are really stuck in indecision have you ever had somebody say I'm really not sure if it's for me I'm just need a bit of time to think about it and you're thinking what what do you want to think about it we've gone through is a no-brainer it makes sense why won't you just do it you're thinking that yeah and you can't you can't say that to people can you because that's rude you can't just say what what is he you want to think about tell me so we say things like okay I'll leave it with you give us a call back in a couple of weeks let me know what you want to do so I figured I've got to find a way how can I preface really direct questions they get me a direct answer that put me back in complete control so they have to give me the real answer because so often that's not the real answer is it so I'm just pushing this decision away for another day so I learned that if I pre faced a direct question with the words just out of curiosity I can ask pretty much anything I like afterwards so just out of curiosity what is it specifically that's stopping you from moving forward right now so just now curiosity what is it that would need to happen for you to make a decision over this so just out of curiosity what is it specifically that you wanted to think about try not answering that question nigh on impossible gets you the real answer but by using those magic words in the front you get the answer you were looking for the real one which is probably an objection that you know how to deal with something that you can work where out something that you can help them make their mind up by holding their hand over the fence we like the magic words I've got loads more and then I'll do my best to make them available to you in due course