Summary
Highlights
The video starts by illustrating how subtly changing a question can lead to entirely different responses. It introduces the concept of speaking directly to the subconscious mind, which responds with 'yes' or 'no', forming the basis for the 17 'magic words' to be discussed.
This phrase leverages people's desire to be seen as open-minded. Instead of asking directly, framing a question with 'Would you be open-minded enough to...' makes a 'yes' answer almost automatic, as people don't want to appear closed-minded.
When someone says 'I need to think about it,' using 'Just out of curiosity, what exactly do you need to think about?' helps uncover their true concerns without being confrontational. This allows for honest discussion or reveals they have no real excuse.
This technique helps pinpoint the real reason for someone's hesitation. By offering to resolve a specific issue ('If I can lower the price...'), you test if that issue is the actual obstacle. If they still say no, the problem lies elsewhere.
This phrase preempts rejection by assuming there will be a good time to discuss something. It shifts the conversation from 'if' to 'when,' making it harder for the other person to say no and forcing them to commit to a specific time.
After presenting an idea, this phrase helps guide the conversation towards the next step. By stating 'What happens next is...' and then asking a simple question (e.g., 'What email address is best?'), you subtly prompt action and commitment.
This phrase is for dealing with people who think they know everything. By asking 'What do you know about [the topic]?', you challenge their knowledge respectfully, allowing them to realize the potential weakness of their own opinion without direct confrontation.
This phrase is used to follow up on a commitment. By assuming they haven't completed it, you make it difficult for them to use the same excuse again, prompting them to either confess completion or make a new commitment out of embarrassment.
This phrase disarms potential resistance by implying no pressure, which naturally sparks curiosity. The word 'but' then focuses attention on the important information that follows, making people more receptive to what you have to say.
This phrase encourages people to mentally visualize a desired outcome. By helping them 'see' themselves achieving a goal, you increase their motivation to take the actions necessary to make that vision a reality.
This phrase transforms a 'no' into a 'maybe' by creating an opportunity to present new information before a final decision is made. It allows you to share supporting details that might change their perspective.
Instead of telling someone what to do, using 'Most people...' leverages social proof. People are more likely to make a decision if they know others like them have made the same choice and it worked out well.
The best time to ask for a favor (like a referral) is immediately after someone expresses gratitude for something you've done. This primes them to be more receptive to your request.
This phrase helps people make decisions by presenting choices, with the preferred option strategically placed last. It gives the illusion of choice while guiding them towards the most logical or attractive path.
This question helps you understand the true reasoning behind someone's statement or excuse. By asking them to explain, you gain insight into their real concerns and can then address them effectively or accept their decision with understanding.
This phrase frames a decision by presenting two distinct types of people, one representing a desirable choice and the other an undesirable one. This encourages the listener to align themselves with the positive option.
Beginning with 'The good news is...' labels the upcoming information positively, making it impossible for the listener to remove that positive label. Responding to excuses with 'That's great!' re-frames negativity into a learning opportunity.
This ultimate magical phrase taps into emotions, which drive decisions more than logic. By asking 'How would you feel if...?', you make people experience the potential benefits or avoid the potential losses, motivating them to act.