Weldon Long

You become three times more likely to say yes. So I want you to say no to $25,000. It's like ASU when they bought the chocolate from there. Yeah, yeah, yeah, yeah. So I want you to say no to this. I want you to say no because the research, Cialdini tells me, and I believe him, I trust him, that you become way more likely to say yes to $17,000 after you said no to some higher options.

You become three times more likely to say yes. So I want you to say no to $25,000. It's like ASU when they bought the chocolate from there. Yeah, yeah, yeah, yeah. So I want you to say no to this. I want you to say no because the research, Cialdini tells me, and I believe him, I trust him, that you become way more likely to say yes to $17,000 after you said no to some higher options.

So I want them to say no a couple of times. That's why you've got to have the six options or seven options. So, yeah, it's a little old school. I mean, it's airtime 500, like, old school stuff. But I'm telling you, man, there's a time for high tech. There's a time for high touch.

So I want them to say no a couple of times. That's why you've got to have the six options or seven options. So, yeah, it's a little old school. I mean, it's airtime 500, like, old school stuff. But I'm telling you, man, there's a time for high tech. There's a time for high touch.

Right.

Right.

You're doing the takeaway. I love it. I tell people all the time, put your hand up like this and start pushing somebody else's hand. Don't tell them to push back. Just start pushing. What do they do? Start pushing back to human nature. So I like what you're doing. You're doing the takeaway. You're flipping the script.

You're doing the takeaway. I love it. I tell people all the time, put your hand up like this and start pushing somebody else's hand. Don't tell them to push back. Just start pushing. What do they do? Start pushing back to human nature. So I like what you're doing. You're doing the takeaway. You're flipping the script.

Dude, if you could ever work it out where I could meet Cialdini, like I've met a lot of big people, dude. That guy to me is, it's like Leland Smith, I call Leland Godfather. That to me, Cialdini is that guy.

Dude, if you could ever work it out where I could meet Cialdini, like I've met a lot of big people, dude. That guy to me is, it's like Leland Smith, I call Leland Godfather. That to me, Cialdini is that guy.

I'd love to do it, man.

I'd love to do it, man.

Yeah.

Yeah.

The fancy word is trans-derivational search, right, which really means your mind's eye. Trans-derivational search is a fancy word for that. If I tell you a quick story, you will search for the images. You don't search for the words. So if I said, Tommy, man, this bride, she was the most beautiful bride I've ever seen.

The fancy word is trans-derivational search, right, which really means your mind's eye. Trans-derivational search is a fancy word for that. If I tell you a quick story, you will search for the images. You don't search for the words. So if I said, Tommy, man, this bride, she was the most beautiful bride I've ever seen.

And that day she stepped out of the porch of the church, a little white church, and she walked down the steps and she put her foot in the grass. It was like the greenest, most beautiful lush grass. And she looked out at the lake and there was her new husband. And she walked across the yard to meet him and gave him a gentle kiss. You saw the bride or you saw the church or you saw the lake.

And that day she stepped out of the porch of the church, a little white church, and she walked down the steps and she put her foot in the grass. It was like the greenest, most beautiful lush grass. And she looked out at the lake and there was her new husband. And she walked across the yard to meet him and gave him a gentle kiss. You saw the bride or you saw the church or you saw the lake.

You saw something. You've got to make people search for images. We get in, well, this is variable speed. You know, nobody gives a shit about variable speed. What I tell people is you've got to use a very simple phrase, what that means to you. It forces me, the salesperson, to translate the feature into the benefit. Mr. and Mrs. Homeowner, this is a variable speed motor.

You saw something. You've got to make people search for images. We get in, well, this is variable speed. You know, nobody gives a shit about variable speed. What I tell people is you've got to use a very simple phrase, what that means to you. It forces me, the salesperson, to translate the feature into the benefit. Mr. and Mrs. Homeowner, this is a variable speed motor.