Exactly What To Say

I’m not sure if it’s for you, but

• Subconscious says “there’s no pressure here”
• Naturally increases intrigue
• Internal driver that a decision is to be made
• People tend to pay more attention to the part after the “but”

I’m not sure if it’s for you, but would you happen to know someone who is interested in (insert your business or service here).

I’m not sure if it’s for you, but we have plans on Saturday and you’re welcome to join us.

I’m not sure if it’s for you, but this option is available for this month only and I would hate for you to miss out.

How open minded are you?

• Manipulates people into considering a new idea
• Works by exploiting the ego as everyone likes to think they are open minded
• Seems like you’re offering a balanced choice but in reality it’s hugely weighted in your favour as the alternative is to admit to being close minded

How open minded would you be about trying this as an alternative?

Would you be open minded about trying out this service?

How open minded are you about increasing your monthly income?

Would you be open minded about us working together on this?

What do you know about?

• Regains control of a conversation with a “know it all”
• Works by questioning the knowledge on which their opinion is based
• Moves their position from one of certainty to one of doubt
• More elegant than winning an argument and mutually beneficial

What do you know about us and how we do things differently?

What do you know about everything that has changed since (insert event)?

What do you know about the benefits of (insert service)?

How would you feel if?

• Used to create future scenarios in order to trigger desired emotions
• Can be used to create both positive and negative scenarios
• Works by creating a reality that generates enough motivation to cause action

How would you feel if this service generated a dozen new clients?

How would you feel if this decision was all that was needed to make your business a huge success?

How would you feel if your competition took away all your clients?

How would you feel if all the work dried up and you lost everything?

Just imagine

• Used to create a vision of a desired outcome
• Works by making “the first of 2 decisions” for them (every decision a human makes is made at least twice; first it is imagined, then it is realised)

Just imagine how things will be in six months time once you have implemented this.

Just imagine what your boss would say if you missed this opportunity.

Just imagine the impact this could have on you.

Just imagine pulling up in a brand new car with all the extra money you’ll have.

When would be a good time?

• Used to overcome the excuse of not having enough time (a common objection)
• Subconsciously suggests that a good time does exist and can be found
• Makes it very tricky for people not to arrange a time

When would be a good time for you to take a proper look at this?

When would be a good time to get started?

When would be a good time for us to speak next?

I’m guessing you haven’t got around to

• Used when following up people you suspect haven’t done something
• Allows them to save face
• Prevents them from making up new excuses
• Works by embarrassing them into making a new promise to carry out the task

I’m guessing you haven’t got around to looking at those documents yet?

I’m guessing you haven’t got around to setting a date yet?

I’m guessing you haven’t got around to making a decision yet?

I’m guessing you haven’t got around to consulting your wife yet?

What do you like about it?

• Used as a better alternative to “what do you think about it?”
• Works by preventing them from raising negatives or concerns
• Starts the conversation in a positive mood

What questions do you have for me?

• Used as a better alternative to “do you have any questions?”
• Prevents the mind running off to think up questions
• Makes it very easy for them to reply with “none”
• Avoids making them feel as though they should have questions
• Works by transforming an open question into a closed one

What is the best number to contact you on?

• Used as a better alternative to “can I have your number?”
• Can be used both spoken and written
• Avoids creating permission based resistance
• Works by making it hard to answer with anything other than a number

You have three options

• Works by making them feel that they made the final decision
• Avoids suspicion of manipulation
• Makes you appear impartial
• Your preferred choice should be in position 3
• Create a path of least resistance then finish by saying “what’s gonna be easiest for you”

The way I see it you have 3 options;

1. First, you could find a load of local web design agencies, speak to all of them, tell them all the stuff you just told me, go through each of their sales processes, wait for each of them to make a proposal and work out a price, compare all those prices, figure out which one you like, sign a long contract, then wait a couple of months while they build you the site.

2. Second, you could do absolutely nothing, stay exactly where you are right now and accept that you don’t need to grow your business and that whatever you’re doing now is about as good as it’s ever going to get.

3. Third, you could give this a try and we work together on your website. Because you’ve seen exactly what you’re buying with my service, you know there’s no risk involved because I’ve given you a money back guarantee, and you know what happens next because it’s just a 99 quid deposit.

What’s gonna be easiest for you?

There are two types of people

• Used to prompt a decision between two options
• Works by associating their personality with a particular outcome

There are two types of people in this world; those who leave their personal financial success in the hands of their employers and those who take full responsibility and build their own futures.

There are two types of people in this world: those who judge something before they have even tried it and those who are prepared to try something and base their opinion on their own experience.

There are two types of people in this world: those who resist change in favor of nostalgia and those who move with the times and create a better future.

There are two types of people in your industry: those who are happy to coast along picking up whatever work happens to fall in their lap, and those who want to make some moves and absolutely smash it.

I bet you’re a bit like me

• Used to make people like you and agree with you
• Should be slipped into early conversations
• Alternative line: If you, like me, prefer to…
• Alternative line: If you’re anything like me (and I think you are)…
• Can be combined with the ‘2 types of people’ strategy

I bet you’re a bit like me: You like technology as long as it works all the time and never fucks you about.

Some people this this world prefer to accept whatever level of success they have right now, but if you’re anything like me then you’re not afraid to take a small risk in case it pays out big time.

I bet you’re a bit like me: you hate watching trashy TV in the evening and would rather work on something beneficial

If then

• Used to create statements people will find highly believable
• Works by replicating the simple patterns of speech that adults used on us when we were children

If you decide to give this a try, then I promise you won’t be disappointed.

If you put this in your stores, then I am certain your customers will like it.

If you give me a chance in the role, then I am confident you will thank me later.

Most people

• Used to cure indecision
• Works because people tend to follow what other people have done
• Allows you to create visulisations in their head to inspire action
• Commonly used in everyday language so rarely causes suspicion

What most people do is complete the forms with me here today. You then receive your welcome pack and we get you booked in for a launch.

What most people do is place a small order to get started, commit to a few of the best products, see how they work out in their daily routines and then decide what they want to do next.

Most people in your circumstances would grab this opportunity with both hands, knowing that there is almost no risk.

The good news

• Used to turn around a seemingly negative situation
• Works by labelling an event as positive creating a positive vibe going forward

The good news is that we’ve of people who were in exactly the same situation as you and they have all gone on to love our service.

The good news is that you are more clued up on this stuff than most people who I speak to, and I can use that to improve my service.

What happens next is

• Used to lead the decision making process
• Works because without your help there would be no decision at all meaning everyone loses
• Not a question, you are telling people what to do next
• Finish with a question that is effortless to answer

What happens next is that we are going to take a few moments, complete some of your personal details and get things set up for you, what is the best address for me to reach you on?

What happens next is that I send you a link you can use to pay your deposit, and then you will send me your logo, color scheme, and photos etc, and I get to work building your site. What would be the best way for me to send you that link?

What makes you say that?

• Used to combat objections
• Works by regaining your control of the situation (the one who is asking the questions is always the one in control)
• Allows you to better understand their situation (as they will be obligated to elaborate)

I need to speak to somebody else before I make a decision about this …What makes you say that?

I don’t have all the money right now… What makes you say that?

I haven’t got the time… What makes you say that?

I want to shop around…. What makes you say that?

Before you make your mind up

• Used to change “No” into a “Maybe”
• Works by allowing you to add alternative information to support your idea

Before you make your mind up, let’s make sure we’ve looked at all the facts.

Before you make your mind up, why don’t we just run through the details one more time so you can know what it is that you are saying no to?

Before you make your mind up, would it make sense to speak to a few more people about the difference this could make for you and your family?

If I can, will you?

• Used when someone pushes back with reasons why they can’t do something
• Works by eliminating their argument
• You have no obligations whatever the outcome

If I can match that price for you, then would you be happy to place the order with me today?

If I can deliver everything and also give you xyz free of charge, then would you be happy to pay a deposit this afternoon?

Would x be enough?

• Used to get people to decide on buying the larger quantity
• Works by driving them to answer with a yes

Would 3 bottles be enough for you?

Would 7 pages be enough for you?

Just one more thing

• Used to initiate a down-sell (instead of leaving with nothing)
• Works by being presented once their guard is let down (i.e. as you are about to leave the room)

Just one more thing, would could you recommend that would be interested in this?

Just one more thing, I have a cheat sheet of tips you might like to read

Just one more thing, if you recommend me to someone else and they become a client I’ll buy you crate of beer.

Can you do me a small favour?

• Used to generate referrals
• Works because people almost always agree (the worst possible response is “depends what it is” which is still a conditional yes)
• Deliver this after someone says “thank you” (as at this point they feel they owe you something)

Can you do me a small favour, you wouldn’t happen to know, (throws down a challenge) just one person, (make the favour sound really small) someone like you, (subtle compliment) who would benefit from…

Just out of curiosity

• Used to combat “I just need some time to think about it”
• Transforms a direct question which could be considered as rude into a soft one
• Works by providing a reason for the question which hides its true intent
• You must remain silent after asking this question

Just out of curiosity, what is it specifically you need some time to think about?

Just out of curiosity, what needs to happen for you to make a decision about this?

Just out of curiosity, what is it that’s stopping you from moving forward with this right now?

It works great

• Used in response to “how does it work”
• Avoids confusing people with technicalities
• Works by surprising them with a simple to understand and enthusiastic answer

So how does all this stuff work? …It works great!