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Hello everyone and welcome to the gym secrets podcast. My name is Alex and I am your host and we got into a really juicy topic last week

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And before I dig into what the two questions of persuasion are if you are a gym owner and you're watching this or choosing to listen to this

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Then and you don't hate money and you do want to make more money with your gym go to I don't hate money.com

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And apply and we have guys who will not sell you on the first phone call leave your credit card home

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We just want to meet you and see if we can help you in any way possible

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Can and even if it doesn't mean that it works with us. We'll still do everything we can out

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So let's get to the main point and it is the second question of persuasion

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So just a recap for anyone who is just getting on the two main questions of persuasion are if

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This product service widget does what I say it does and it gets you to your dream is it worth this price

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And if you can get agreement on that question then you can move on to the second question

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And once these two questions are affirmative you've you've closed the sale okay

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The second question is then what do I need to do or what would you need to see in order to believe

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That that could happen for you using our system service widget project whatever right

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What would you need to do to believe me

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That's the second question and it's important to ask because

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A lot of times people will just tell you well, I would just I just

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Uh, like you don't have the I need to think about it because that's not what you ask them

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You'd say like what do you need to believe me and

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uh

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Excuse me and then you go into all the conviction stuff now

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The way that you convince people the most effective way of convincing someone is testimonials and social proof

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Okay, so the ultimate social proof is like think about this from an ideal scene standpoint

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So like what's perfect situation?

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Well for me, it's a gym owner who said 10 friends who've all done our program and all crushed the first program

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And then all signed up for my second program and are now literally doing four or five times a revenue each month

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And not working as much as they were before because they have all the systems that we provide in order to make sure that that can happen

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Right that would be an ideal scene for me and that person comes to me

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They don't need to see screen shots. They're like dude

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I saw 10 of my friends go from broke to like making actual money and like being able to like

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You know have the freedom they wanted to financially geographically and temporarily as in time wise

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um

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To to to live right and so that guy

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That's the perfect situation for me from a conviction standpoint, right?

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And so that guy is really just like if it does what I say does is the word things

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It's a yes and like do you believe me is like well, yeah, you sign up for that my friend limit right

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Now

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If that's not the situation. What's what's one underneath that and then you have to ask how can I mean you factor those types of

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People right and I'll tell you you're saying you've been a factor it

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You want to have the buyer's experience look

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Be as choreographed as possible so that when someone walks into the so from the time you first communicate with them

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So the time to give you money should be an experience that they feel

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Which is why we have a Facebook group where people share all their testimonials

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Okay, so if anyone's listening to this you're not in the face but you should go there and just engage with some of the people who've actually crushed it using our system right

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Um, but then after that person is you know set for an appointment, right

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Send them a link that has a bunch of testimonials and say hey, please watch this before you commit right and now they feel like they've engaged with people who are a real customer

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So it means you're a real business right and then be who have experienced the results that they're looking for now mind you on your testimonials

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Fates that you are going to send these people which I highly recommend you do

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Um, make sure that you use different types of testimonials don't have all weight loss

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Have some that are meant have some that are female have some that are toning have some that are massive weight loss amounts

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Have it in certain periods of time have it over long periods of time have one that shows that someone kept it off for two years

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Okay, capture all of these testimonials

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Okay, put them on a page and say hey, this is mandatory

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Please watch this before you start if you want to make it one sizzle video then you can do that if you're more tech savvy

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Right if not just making a bunch of them

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And when they have that then they're automatically be pre-framed to believe you more. Okay, so step one

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Okay, now when they walk in your facility

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What do they see right what is the waiting room look like what is the sales room look like?

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Okay, all my guys all my gym words. What is their sales room look like floor to ceiling testimonials plastered like wallpaper

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Testimonials all testimonials reviews everything. Okay, so that they can't even see the wall

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And so when someone sits down with them

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And someone says well, I don't know if I can I can hit that goal. You're just like you just kind of like look around and you're really

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And there's nothing to say. Okay, because the

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The testimonials speak for you and it's it's weird because like you can't boost your soft

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But all of these third parties that you choreograph can't right

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And so

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In those two questions of sales one establishing the value and having an agreement that it is worth the price that you're charging and then the second question is

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Okay, well then what would you need to believe me that you not only that it's possible, but that you Susan you could experience the same results at all these people

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Most nation real quick if you are a business owner that has a big old business and wants to get to a much bigger business

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Going to 50 hundred million dollars plus we would love to talk to you

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And if you like that would like to hear more about it go to acquisition.com and you can plan anywhere on the page and talk to one of our team and see if we can help you get there

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Okay, so

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The last sub question here that would potentially come up so most people at this point are sold

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I'll be honest if you most people are sold this point. They see 200 people who are just like them

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Um, who have gone to where they want to go. They're like well

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Wow, these guys are really good like

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I think it's worth it and it seems like all these people have done it or just like me like

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Yeah, I'll do it like that's it like you you you've persuaded the person in there

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Okay, the last piece that you need to overcome

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is limiting beliefs

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All right, and actually now this on the flip side happens

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This happens about business to business and and in emotional selling which is like weight loss

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um because

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I like like people don't believe in themselves. They really don't and some people like and it's everything is levels like

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I have limiting beliefs and the and the the real limiting beliefs are the ones that you don't even know existed

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because they've even been challenged yet

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So

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That person that limiting belief that they had you have to start attacking that and so

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The last piece is okay. Well, I believe that this program does that. I believe that it helps people just like me

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And I'm like, okay, Susan. What is the reason that you believe

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Is stopping you would stop you from achieving that this thing

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Right, and so then you can just dig into the actual reason why Susan thinks

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That she can't do it right and this is where you might have to have a little bit of hand-to-hand combat

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It's a little bit of tactical overcomes

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Um like well, uh, you know, I'm super busy and that's where you say well

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Here's here's 20 other moms who are who are in your situation working moms single moms

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And they actually said the same thing as you did as you're sitting down in front of me, right?

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The obviously they sign up and they did it and they got the result that you're looking for right?

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See how I'm like layering this and so you're like, okay

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All these people and this is what Sandra did

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Sandra hired an any two days a week and she was able to cover it and then that's how she did it

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Uh, you know, Deborah just did first thing in the morning. That's what she committed to

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She said that 5 a.m. was the only time that she could make it and she was gonna do it

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Right and she stopped telling herself that she wasn't the type of person who could get up at 5

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Right, she's not telling herself that she's not believing that lie

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So

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Suzy what what's the like is that the only reason? Well, I just never stuck with anything. Oh, well, here's here's 40 people who told me that

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We said that they'd never stuck with anything. Do you know why you haven't stuck with stuff? Um, I don't know. I still lost motivation

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Okay, so it's probably a motivation is a combination of results and ease of execution. Okay, so

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Our system and this is where you have to get tactically and we're like well our system like we make it so easy that we've had people

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Don't speak English and 12 year olds who have been able to to do it. It's color coded. It uses your hand

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It's very simple to do. Do you think you could do that? You think you can use your hand and they're like well, yeah

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Well, you can read right and they're like well, yeah, like you speak English. Yeah. Okay, you're older than 12

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Yeah, then you'll probably be able to do it

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Then they're like, okay, I like to use humor myself. But like you get you hopefully you're you're understanding where I'm going with this right

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And then she might say um, so that that like we overcame the time issue. We came over came the

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um, the secondary issue that she had brought up and they're like, what else is the reason? Well

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I don't think my husband supports me. Okay, you know what? Here's Monica

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Monica's husband literally forbade her to sign up for anything. He told her before she even got here that she wasn't allowed to sign up for anything and

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You know what she did. She signed up anyways to prove him wrong

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and

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And you know what she did she proved him wrong and you know what happened after that he apologized and said you know what you're so right

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I just I've just seen you fail so many times. I just didn't want you to waste money right or get disappointed

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But because of how good and then you go back and I think because of this the three-pronged approach because of the system that we have because of the unique benefits

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blah blah blah like you're you are gonna see that success and even if your husband

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doesn't support you

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At the end of the day we need to support ourselves. The change has to come from within. It's not him. It has to be you

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Because as soon as you can change your story we can change your life

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So when we're looking back on your life and you're 80 and you're looking at this day and you want to like don't you want that story

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Where today was the day that everything changed for you

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Don't you want that?

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What can be on you to do is let me help you. I mean like this is like these are the these are the points

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This is how you ram this home. Okay, so this is the secondary subpoint of the conviction

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So most of the time you're gonna get the conviction if you have all those things set up that I said before

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They're gonna buy now if they don't then it's a limiting belief and then you attack the limiting belief and you overcome the specific issues

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That they believe that have not been addressed in the sale prior which gets a little bit tacked with more to the program

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And how you overcome some of these day-to-day issues, but these are easy to overcome these are easy hand-to-hand things. They're not

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I basically don't believe you or this is way too expensive because you overcome those by asking it differently

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Okay, so

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I think these last three bargats on how to sell stuff have been some of my best things

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Like this is like these are like the real thing like this is how you sell

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Okay, this is how you persuade people and this is ultimately if you're in the business of helping people

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You need to help people to make the decision to help themselves

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Okay, and you owe it to them to create a process that allows them to or to allows you to maximally

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Get people to make the right decision for themselves

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No one is regretted getting in better shape ever

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Right, I mean, I can't think of any right

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so

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Then like why don't they buy and this is how we approach those questions with these two key questions and that one sub question on conviction

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And um, and this is how you get people to buy

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So having awesome day guys this one went a little bit long

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But I hope you got a lot of nuggets from it and are able to sell more people and help impact more people's lives

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If you're a gym owner and you do not hate money it would like to

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See how we do what we do and how we get our gym owners to massively improve their businesses in a very short amount of time

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Go to iDon'tHumanity.com and

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Apply and we'll have on the phone with you and not try and sell you anything and just talk to you to see if we can help all right

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So have an awesome day and I'll see you guys on the next episode