Instant Conversion: A Simple Way To Sell Anything To Anybody - Even If You Don’t Know What You’re Selling - with Michael Bernoff - Genius Network Episode #115

How to get anybody to buy anything. And the reason why is it's how you don't even have to talk about what it is that you do and how you can deliver information to somebody and open up their mind immediately.

How would you like a simple way to sell anything to anybody? Even if you don't know what you're selling? Remember to subscribe to Genius Network so that you don't miss a Future episode. Visit geniusnetwork.com subscribe for more.

As members of Genius Network, we all have one thing in common. A desire to grow our business and share what we do with others to make a difference in the world around us. The fastest way to accomplish this is through understanding and harnessing the power of influence. Because influence is the number one ingredient to rapid conversions and increasing sales. In its simplest form, influence gives you the power to lower resistance and increase receptivity with anyone. Michael Bernoff is a master in the art and science of human communications and interaction. As a matter of fact, that's the name of his company, the Human Communications Institute. Michael has taught his strategies to business owners worldwide and most importantly, has assisted many members of Genius Network in both the 25k and 100k groups in all areas of life and business. You're about to learn one of Michael's most powerful influence techniques that is usually reserved for his elite clients. And I promise it's something you've never heard before. This simple framing technique is one of the ways Michael creates alignment in a one on one setting or when presenting on stage in front of thousands. It works if you're selling a simple product or explaining a complicated idea. It's nearly undetectable and you can start using this immediately. The title of Michael's talk is Instant Conversion. A simple way to sell anything to anybody, even if you don't know what you're selling, which has proven to enhance your ability to influence others immediately. Please join me in welcoming Michael Bernoff. Thank you.

You like that title?

Yeah, it's great.

I figured we'd get everyone's attention if we were going to talk about you guys selling more. And I had a little debate here in the beginning. And as I got up here, I tapped Joel on the shoulder a minute ago and I gave Joel one of the biggest fears. And I said, Joel, it wasn't a fear for him, it was a fear for me and a fear back. And I said, I still got to figure out what I'm going to talk about when I get up here. And the reason I said that was I was running through A debate in my head. And I know a lot of you have had debates before in your head. How many of you have had a debate in your head before? Went on for a long time. And really what I was dealing with is the same thing that your clients deal with on a regular basis, and that's the inability to make a decision. I mean, up till about right this second, I was not making a decision on what it is that I wanted to discuss. And I figured we were talking about conversion, and I had to ask you guys a question. So I'll let you guys gear this where it is that you desire it to go. Because the conversion is going to be one that's either going to assist you guys in converting your life the way you live, the way you do your business, or only converting your customers to give you more money, be happier, and like you more. So I could even either blend it into both. That'll be my third option. Or you guys can decide what it is that you want to do. So let me just get a. I don't want to make this a presentation. I'm not a presenter. I'm not a speaker by any stretch of the imagination. What I am is a little more of a trainer. I'm one of those people that cares more about the impact that you get that you walk away with than how much you like me or how well I present. So how many of you are cool with walking away with impact? Do you guys like that? Okay, so let me make certain I'm very, very clear with this. How many of you would love to walk away with customers that are happier and you make a whole bunch more money? How many of you want that? Okay, other question. How many of you would like to be healthier than you currently are? Raise your hands. How many of you want to do both? Okay, I'm going to see if I can weave all of this in, all at the same time. So how this technique came about and how this technique was something that I discovered, I thought about it the other day because Joel said yesterday, it's got to be doable. It's got to be something that somebody says, that's easy. I can do that. It's an easy technique that's simple that anybody can do. So pretty much, if you can count to four, you don't need to make a bunch of boxes up here like my friend back there, and make everything work out magically, literally, you've got to get four numbers to align. And I can guarantee you, you can get somebody more interested in what it is that you're doing without confusing them and out getting into what it is that your product does. So let's just talk about a little basic something. Your goal, and this is something that I've been studying for years, is very, very simple. Your job as an influencer is to get people to do one very specific thing. And I want you guys to just think of this word for a minute. Get them to make a decision. What's the word? We have to get people to make a what decision? That's it. That's all we want to do. And I'm not looking for a callback right now. I'm looking for you to go home with this remembrance in your brain. It's a new word I'm coming up with, remembrance. And what's nice about it is your job is literally to get somebody to make a decision. Now if I'm somebody up here that knows how to make a decision, and I'm still battling from time to time with my inability to make a decision, something as simple as what I'm going to talk about for 10 minutes, what about the person in front of you that already has been pre programmed before they showed up in front of you. So what I want to share with you is a little technique that every one of you can use. And for years I called it the brown paper bag sales pitch. I used to call it like the how to get anybody to buy anything. And the reason why is it's how you don't even have to talk about what it is that you do and how you can deliver information to somebody and open up their mind immediately. So let me give you an example of how this whole thing works. We're all business owners, we're all here in this room. And there's a few things that I want to share with you that we need to do. How many of you ever have done a presentation before or got with a group of people and three or four of them in the room? If you had five people or 10 or 20, there was a few people that were out of a alignment with you. How many of you have dealt with that before? Now let's just talk about this for a minute because I want your participation. Let's say somebody's out of alignment with you and you got one heckler over here, you got a person with a problem, somebody's not interested, somebody's not going on. Are they helping your process or hurting your process? Okay. I want you to also remember that inside somebody's head, they got 50 hecklers inside of there also so our job very quickly, right off the bat, is to get people's attention and get alignment with them. Once we do that, getting agreement is very, very easy. So here's the way this process works and it's very simple. Cameron saw me do this in my office one day and it's very, very powerful. It goes a little something like this. Do people like to talk about good things or bad things? What do people typically like to talk about? Let's get real, what do they like to talk about? Bad things. So imagine you're sitting down to sell whatever it is you're selling. I did an intro the other day on the Facebook wall and I asked everybody to tell me what they sell, what you want to get better at selling. And I wanted to get an idea so I could build presentation. So when I was talking to Jennifer the other day, I said, tell me how you sell what you sell. And she told me and I said, imagine sitting down confidently at the beginning of your one on one or at the beginning of one of your videos and making a very blanket statement. A statement has nothing to do with what it is that you do to do one very specific thing not to sell what you're doing to get their attention and to gain alignment. So the first thing I do walking in is ask this question. If I'm Jennifer or I'm in the tax business, financial business, selling books, I would say very simply, you know, when you're deciding to hire a copywriter, one of the biggest problems in that process is blank. Now the reason I say that right off the bat is the same reason this is about to work for all of you. If I were to say very simply to all of you in this room, you know what the biggest problem in business is today? How many of you would agree it's extremely overwhelming to be a business owner with all the ideas you have. How many of you agree with that? Let's talk about agreement. Right now one of the biggest problems as a business owner is we get overwhelmed. Now let's talk about what happened when I did that. I got all of you to think about in your head being what? Overwhelmed. Now some of you are thinking, why the hell would you want someone overwhelmed in a presentation? So you can do what's called linkage. And this is something most people never talk about. So one of the biggest problems in business today is most business owners are overwhelmed. Now let's go down a linear path right now. And when a business owner is overwhelmed, typically what happens at any given moment is they typically have trouble making A decision. How many of you would agree? How many of you ever been overwhelmed and couldn't make a decision? Now, am I making something up right now, or am I taking you down a path you've already created in your brain? See, our job is as influencers is to take somebody down a path they've already been. Here's the problem. They've never bought your product before. They don't know how to buy from you. They've never bought from you before. Our job is to get them to buy down a path they've already been down before in their life. So one of the biggest problems in business today, I'm going to go through this very, very quickly so you can see it. And I want to help you guys. If you have questions, I'll even give you some of my time to ask questions. One of the biggest problems in business today is people feel overwhelmed. Most business owners. And when you get overwhelmed, you know what happens? You have trouble making decisions. And when you have trouble making decisions, a lot of times it destroys your confidence. And when your confidence goes down, do you know what happens? What would you guys think happens when confidence goes down? You tell me what happens.

You retreat.

What's that? You retreat and you hold back. You know what happens when you hold back?

You miss out.

You lose money. And the biggest thing I want to make certain we do when we talk copywriting or your book is I want to find out how you don't lose money and money back in your pocket. So when you have more money, I don't know if you know this or not, what happens is you start to become more confident. And when you're more confident, do you know what begins to happen? You make better decisions and you make better decisions. The overwhelm immediately goes away. Now I'm going to teach you what's going on in the brain. And I've just done it once and I'm going to do it back to you again one more time. And I'm going to challenge any of you to do this in your videos or anything you do. I've done this. The tunes of tens of millions of dollars in sales in my company using this in videos. And I got your attention with that, doing it in videos and presentations from stage by very quickly weaving this into my presentation. Here is the framework. The biggest problem in business today or the biggest problem with social media. Fine. The biggest problem with marketing today is it's overwhelmin. You know what happens when it's overwhelming people can't make what a decision people can't make a decision. You know what happens? They lose what? Confidence. You know what happens? They lose confidence. What happens? They lose money. You know what happens? You lose money. You get frustrated, and you start treating people poorly in your business, treating yourself poorly, and it messes up your business, and you stop having fun. So the biggest thing I want to do as your copywriter, biggest thing I want to do is help you with your book. Is I want to make certain this is fun. Now, what's interesting is fun has nothing to do with overwhelm, and none of this has anything to do with your book. But all it really is, is four subtle things. You're getting this, aren't you? Four subtle things that go in a row. So in my last two minutes, I'm going to give you guys the formula and make it very simple. The first thing you do is you say very simply, the biggest problem in the world today is just something people are going to agree with. Do you know what the biggest problem as a parent today is? Other children and their parents. How many of you would agree? Other parents are difficult. And the reason other parents are difficult is they send your kids to school. Am I right? One of the biggest problems of being a parent today is the Internet. How many of you would agree? And the reason I say that is everyone's going to agree with that. You know what happens to the Internet? Our kids get what? Misled. Our kids get misled. You know what happens? They go down a bad path. They go down a bad path. They make bad decisions. They make bad decisions. What happens? They lose confidence. Lose confidence. They mess up in life. My job right now is to help you do blank. All you're doing very simply is you're creating for loops. You're saying four things that go in a row. And my last 45 seconds. I like to ask any of you this question. How many of you would say this makes sense right now? Is anybody catching on? Okay, my question for you is, how many of you have the courage to use this? Okay, you're going to use it right away. You know what happens when you use this right away? You start getting better at it. You know what happens when you get better at it? Watch what I'm doing. You know what happens when you get better at it? You'll do it again. You know what happens when you do it again? It gets easier. It gets easier. You become more confident. You become confident. You make more money. So I'm going to give you this so you can start making more money in your life. 15 seconds. Does anybody have a question? Yes. If I have another minute, I give it to you how I did it. But it's four very simple things. Better question is, how many of you felt that right there? Did anybody feel it? How many of you feel you can use that? I passed the Joel test. You guys can use it. Okay, again, that wasn't a presentation. It was really just a gift to you guys. And it's a very simple gift. If you can literally make a blanket statement to somebody that the biggest problem in the world or the biggest problem being a parent or the biggest problem of financial planning is too much information, you know what happens when you get too much information? What happens, guys? You get overwhelmed. You know what happens? You're overwhelmed. What? You make bad decisions. You make bad decisions. You know what happens? You lose money. So I want to make certain you never lose money. And you go back over and over. How many? Remember Frogger when you were a kid? The game, you're just leapfrogging. So any questions, comments? If not, I'm done. That's it. So thank you. Appreciate it. What do you got, Joel?

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