This Is The Verbatim Video Transcription Of A Private Training Session
                                                   
                                                
                                
                        
Ladies and gentlemen, welcome to another episode of My Unfair Advantage. In today's video, I'm gonna talk to you about how to influence your prospects. I'm gonna talk to you about probably what has been one of the most influential things that I've learned myself in my entire career of selling in general, not just selling on the internet. This actually has happens to be a very simple system that works. It works on anyone. Uh, you might say, well, no, not my kind of prospect. You know, people that make excuses about not being able to make sales. They typically say, well, my type of customer's different. My customers don't, ah, that doesn't work on my customers. And here's what I have to say to that. If your prospects are human, these persuasion tactics and these influence methods will work. Excuse my French, but it's me. And I call it the way that it is.


I'm gonna teach you how to influence people using the factors of impulse, the figs, and that's what we're gonna talk about here. The figs have actually changed my life. The figs are what makes the difference between a, you know, regular sales person and a high, a high performance sales leader. That, that actually makes a living, selling and the figs work. Uh, whether you're selling face-to-face, whether you're selling on the phone, whether you're selling in retail, in wholesale, whether you're telemarketing, whether you are, uh, I don't know, selling in print ads, magazines, newspaper, uh, or online. The reason that they work across all these different mediums is because the figs focus on psychology. They focus on the psychology and the triggers of the prospect. They lead the person to make a purchase decision, and they do it by getting their impulse from zero to the point of purchase in a very, very fast and well, a very short time period.


Now, here's the things, here's the thing to consider. The figs have been used on you all your life. They're used on you today. When you go to the supermarket, when you, uh, shop online. The figs are what smart marketers use to get their prospects not only to just buy, but to buy more and to buy Now. So let's talk about what the figs actually are. FIGS, the f stands for fear of loss. You must convey a feeling of impending doom if they miss out on this purchase right now. If your customer does not actually invest in you right now, something terrible is gonna happen. They are gonna lose out on this. Now, a lot of people confuse fear of loss with scarcity. There are two completely different things. Fear of loss and scarcity are not the same thing. And I'm gonna be talking about the differences between them in a little bit.


Now, indifference, this is something that you see, uh, I think indifference is much more obvious when someone doesn't have it than when they do. Indifference is simply business posture. It's, you know, showing people that yeah, they are important, but they're not everything you need in life to succeed as a salesperson. Indifference is the reality that, Hey, look, I would love to help you and I would love to have you across as a customer, but there's always someone else that's gonna buy. There's always someone else that, you know, I remember when I was going door to door, indifference was, Hey, I've gotta go. You've gotta make a decision. I'm either gonna sell to you or I'm gonna sell to someone else. It's unquestionable, it's undoubtable, it's it, it's a fact that I'm gonna sell the piece of merchandise that I have in my hand mind right now.


Whether you're the one that buys it or the next guy, it doesn't matter. Now, this has to be done tactfully. And this is why I said that. You can usually see new people screw this up more often than use it powerfully, because they just don't, they don't do it well enough. They overuse it, and they come off as pushy. They come off as insensitive, and that's not good. Indifference is very powerful if you use it properly. Indifference is kinda like, you know, the hard to get game, right? Everybody in their life has had someone that played hard to get, and when they played hard to get it made, you want to, you know, wanna get 'em even more, right? Ask my wife, she'll tell you. And the next one, greed. Greed, the Jones Effect. Social proof. Don't underestimate the power of greed. It's biologically and coded in our DNA.


We are hunter gatherers by nature. You want, you know, I, I talked about how psychological this whole thing is, right? We want what others have. We want to travel and live in groups. We depend on others. Society is built on, you know, social things. That's why it's called society social, right? So, so here's the deal. The greed effect is nobody wants to be the first one on the dance floor. You ever been to a wedding, right? And it's like, you know the music, you know, you got you, Detroit After dinner, the drinks are already been served and the DJ starts playing the tunes. It's, but nobody's dancing, right? And the DJ's sweating bullets 'cause he's like, oh, come on, I gotta get people in. But then all it takes is that first drunk couple, right? That first drunk couple gets on there. So it's like, okay, good, I'm good to go.


I'm gonna jump in there now. And 'cause nobody wants to be the first one on the dance floor. And the same thing with your products. No one wants to feel like they're the sole purchaser, like they're the Guinea pig. Like they're the only ones that are buying this. They need to feel like there are other people that have bought, and that they are joining a family, that they are joining a team. You need to satisfy their impulse for greed. Now, sense of urgency. This is the one that often gets confused with fear of loss, right? And the difference between fear of loss and scarcity, like fear of loss is like, I'll give you an example. Um, urgency time is always running out. Like, you know, you've gotta buy this right now. If you don't buy this by this time, then you are gonna miss out.


See the whole missing out part, well, that's fear of loss, right? So I'm gonna run out of these items. If you don't buy now, sense of urgency is, hey, there's a countdown timer. So if you wait too long, you're gonna miss out on this. They're two completely independent things, and they work very, very well together if you use them. Fear of loss, sense of urgency versus scarcity, completely different. Now, I, I usually have a much better response when I demonstrate this, and I'm literally gonna demonstrate how you need to use these things. Because yeah, anybody can make a slide and say, Hey, the figs, and create an acronym and say, Hey, use fear loss in different screen and sense of urgency and just give you some, you know, whatever, and put it on your screen and, and then, you know, make themselves look like an authority figure.


And like, yeah, just, you know, do as I say, not as I do, and then say, run along. Go do this in your business. But now what I'm gonna do is I'm gonna show you not just how I use these, but how people have used them on you and how you've bought things in the past based on the figs. Have you ever seen the home shopping channels? I'm sure you've been surfing through the TV late at night and seen these TV shows where there's a guy in the middle of the screen and he's talking about a product, and then there's a timer and there's a picture of the item, and they're demonstrating the item, and there's a number to call on the screen. And, you know, they go from item to item. And, and home shopping channels became very, very popular, I wanna say in the nineties.
Uh, and it's a billion dollar industry. Home shopping and TV shopping, TV networks, there's actual networks now that are dedicated just to home shopping. And it's like, you've got the antique show, then you've got the car stuff, then you've got like, you know, it's, it's, it's really, really huge. And it's all built on the factors of impulse. They work and they make you buy. And here is my example of that, right now we are on WFIG tv. It's late at night, you can't sleep, you just woke up, you decided you're gonna go over to the fridge, you're gonna grab yourself a glass of milk, maybe some cookies, and now you're up eating these cookies. You decided to turn on the tv. We've all been there, we've all been there, couldn't sleep, turned on the tv, and you're clicking through the channels. You got cable with like 2000 channels, but nothing's on right?


Nothing to watch on. And all of a sudden you stop on this channel, you, you, for some reason, you just stop on this channel. And there's this dude, this dude's in the middle of your screen, and he's holding a set of steak knives, and he's just real excited. And he is got the little headset, which is absolutely pointless. Uh, but he's got this little headset on and he is just all excited. Hey, check this out. Check out this knife set. I'm gonna show you. Right? So he's being very, very excited. He's using smile eye to eye contact enthusiasm, and he's selling knives. Now, you got more knives than you in your house than you can shake a plate at, but you, you, you know, you're looking at these knives and, and you're compelled, you're still here. You haven't changed the channel. Why? What's keeping you here?


Well, I'll tell you what, on all these home shopping channels, the screen is broken up into four corners. You've got the F corner, which you know what that stands for. You've got the I corner, the G corner, and the S corner. That's the fear of loss, indifference, greed, and sense of urgency. What's happening in the fear of Lost Corner? Well, in the fear of Lost Corner, they're telling you how many steak knives sets are remaining. There are only 69 remaining. Now notice there are four digits. The first two are zeros, implying that they started with a thousand, they're down to 69, it's four o'clock in the morning, you've just gotten up. And, uh, these things are selling. This thing isn't going downward. These things are going down 12 at a time. Like it's, it's four o'clock in the morning and people are buying these knives a dozen at a time, right?


These knives sets a dozen at a time, and you're looking at this and it's ticking away, and you're like, oh my God. Like they're, they're running out. They're running outta these. I better make a decision. This is what's happening in the back of your mind. And he's all excited and he's demonstrating it. But all the while in the top right corner. And every once in a while he's saying to you, by the way, his name is Scott. Scott is saying to you, by the way, our next item coming up, we've got this beautiful cubic zirconia ring. Makes an awesome gift. You won't be able to tell it apart from the real thing. We've got an expert on hand that's gonna be standing by. We're gonna try to trick 'em. We're putting this thing under a microscope. The cubic zirconia versus the real princess cut diamond.


That's our next item. Oh my god. Did you notice we just went down to 52 remaining on the knife set. Look at this thing. It slices, it dices. You could cook an egg on it. All of this is happening with enthusiasm, right? You're getting excited already. You're probably thinking about buying knives. But now I'm gonna hit you with the clincher. I'm gonna hit you with greed factor. Okay? So listen, we've got 58 left. Oh wait, make that 52. Our next item. Don't forget the cubic zirconia ring that's coming up in just a moment here. Oh, we've got a caller. Who do we have on the line? We've got a caller calling in from Poughkeepsie, New York, from Poughkeepsie, New York. We've got Mary. Mary, you're live. This is Scott. Hi Scott. Scott, I love the lot. Well, thank you Mary. Thank you for calling in. Yes, I, I had them on last week.


I got the, I, let me tell you, Scott, the knives, they changed my life. I, they, they saved my marriage. Wow. Well, Mary from Poughkeepsie, you've got a whole new life now. How did they save your ma? Well, you know, Scott, I, I, my husband, he didn't enjoy my cooking anymore. I, I, you know, I just, he, he, he wasn't enjoying life. Our sex life was terrible. And I bought the knives then I, you know, my cooking is better. I slice, I dice the tomatoes the way he likes it. Now I cut the garlic. It's just better and it's awesome. And now he enjoys my cooking better. Our sex life is great. And you save my marriage. Well, wow. Thank you Mary, for calling in. That's amazing. And you know what, somebody in the audience is relating with Mary, but that's not it. Oh my goodness.


Hey Mary, we've gotta go. I just noticed we dropped down to 42 remaining. Wow. We're almost outta this. We might be moving over to the cubic zirconia ring a lot quicker than we thought. Oh, we have another caller. We've got Joe, Joe, you're calling from Orlando, Florida. You're live on W-F-I-G-T-V right now. Joe, go ahead and tell me, uh, what's going, Hey, what's up Scott? Yeah, it's Joe from Orlando. Yeah, Joe, how are you? How you doing, Joe? Hey Scott. I bought the knives. I bought 'em last week and, uh, you know, they, they changed my life, you know, 'cause uh, 'cause they saved my job. Oh my goodness, Joe, how did the knives save your job? Well, you know, I'm a plumber, right? And I, you know, I couldn't work fast enough and I, and I got a set of the knives. I put 'em on my truck right now.


I cut the pipe with him. I work faster. My boss is happy with me. He gave me a raise. He even gave you a raise. Yeah, I was gonna get fired. You know, the economy right now, Obamacare, I was afraid, you know, but hey, the knives, they changed my life. Well, you know what, Joe? Thanks for calling in from Orlando. Hey guys, I just noticed we're down to 30 remaining. Wow, they're getting it. Hey, you guys better start setting up that cubic circon. We're running outta knives sets. Thank you guys for calling. That was Joe and Mary. And now, and you know what? Now Joe, he just related to a whole different segment of the population. But wait, guys, look at the amount of time left. There is four minutes and 12 seconds left. Now, I don't know if we're gonna run outta these before the time runs out, but whether we have some left or not in exactly four minutes and 12 seconds, we're gonna be moving on to the cubic zirconia ring.


And you better jump on this. You know, it changed Mary's life. It changed Joe's life. It can change your life. And you know what? If you're on the fence right now, I'm gonna tell you, dial that number on your screen right now. It's toll free. (866) 205-3389. You can hear the phones ringing in the back. Okay? So this is what you're gonna do. And if you do it right now, if you dial right now before the timer runs out, I'm gonna give you a second set of gift knives absolutely free. Now, that's two for the price of one Joe and Mary. Got 'em. You're gonna love 'em. We gotta get ready for the next item on W-F-I-G-T-V. So you see the figs work, they've been working on you all your life in one way or another. They work in print, they work, uh, on the phone, they work on tv, and they are a multi-billion dollar, you know, industry.
Uh, I mean the, the figs alone are in an industry. But you talk about influence, talk about influencing a prospect. Talk about getting someone to buy and buy now. Now, lemme tell you, I wanna address something. 'cause some people, they look at this like, oh my God, I could never do that. Oh my God, that's, that's just wrong. That's just, oh my God, that's the, the, the humanity. Oh no. Listen, listen, stop. Check this out. First of all, as Marshall Silver says, if you have a good product to sell, then you have a moral and ethical obligation to get them to buy. And the reality is this, this is a very, very good way to influence people and get them to buy. People make purchase decisions based on impulse. They make a purchase decision based on impulse. And they justify that purchase based on logic, which means that if you are thinking about, well, what should I do to get them sell?


If you're trying to justify to them the logic behind buying these knives and telling them the type of steel that they're made of and going over features, features, features, features, features, all they're made here, they're made in America. This is the type of steel it's made of titanium. Look at the tensile strength on these. We tested them, we did this, we did blah, blah, blah. And you're just giving them facts and facts. You're boring people. People buy on impulse. People buy on impulse factors. They buy based on the four factors of impulse that we've spoken about here, fear of loss, indifference, greed, and sense of urgency. Use them in your marketing and use them in combination the way that I've demonstrated here. And I guarantee you that you're gonna see an increase in your sales. Thanks for watching this episode, and I look forward to seeing you on the next My Unfair Advantage video. Take care.




























































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