Powerful words to influence and persuade | Piyush Rawtani | Skillshare

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Powerful words to influence and persuade

teacher avatar Piyush Rawtani, Certified Trader / Mentor

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Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Watch this class and thousands more

Get unlimited access to every class
Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Lessons in This Class

15 Lessons (33m)
    • 1. Introduction To The Course

      1:46
    • 2. The Power Of Subconscious Mind

      4:29
    • 3. Empathy

      1:45
    • 4. Escaping Rejection

      2:07
    • 5. Storytelling

      2:27
    • 6. Extreme Choices

      2:22
    • 7. Layered Commands

      1:42
    • 8. Subtle Swaps

      2:37
    • 9. Social Proof

      2:54
    • 10. Igniting Feelings

      1:15
    • 11. Ice Breaking

      2:12
    • 12. The Good News

      2:26
    • 13. Displaying Curiosity

      2:17
    • 14. Open Minded

      1:18
    • 15. Conclusion

      0:53
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About This Class

In business or in sales where people have identical resources, knowledge and tools , some people struggle to find customers while some cannot stop finding more success. Despite the difference in attitude and approach , successful people have one thing in common :

They know what to say , how to say and how to make an impact.

Everyone around us is selling one thing or the other . 

In your life you'll come across sales moments, whether you're selling yourself in a job interview or selling products to customers - it's an essential skill in all career paths.

Sales needn't be slimy, immoral, or complicated - it's simply about getting the best solution for the customer so they are thrilled to buy from you.

With this course you can maximize your sales potential in just a few minutes - if you're already working in sales, or looking for a lucrative and enjoyable future career, effective selling is a valuable skill that you definitely need to master.

This course covers everything you need to know about how human mind functions when it comes to decision making .

You will study how subtle change of words can help you change the entire outcome of the conversation.

It looks at lots of real life examples (some of which will definitely make you think) and gives practical tools you can use right away to get better results.

Meet Your Teacher

Teacher Profile Image

Piyush Rawtani

Certified Trader / Mentor

Teacher

Hi ! 

My name is Piyush and I’m a professional trader based in India.
In 2019, I successfully cleared the “NiSM Equity Derivatives Certification Examination” as required by SEBI(Securities & Exchange Board Of India).

With a sound knowledge of the financial markets,I have been an active member in the trading community,posting my thoughts on the markets on a regular basis.

I am on a mission to inspire and educate in the field of finance and marketing. 

Follow my page to know more about my courses , discussions and upcoming lectures.

 

For general enquires, you can email me at 

piyush.rawtani@gmail.com

 

 You can follow me on social media where I regularly post my tho... See full profile

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Transcripts

1. Introduction To The Course: Four seconds. It takes just four seconds for a prospect to decide whether to buy a product from you or not. And quite often, the decision between a customer choosing you over someone else depends on your ability to know exactly what to say, when to say, and how to make it count. The techniques which we will be discussing in this lecture are immensely powerful and they hold the ability to literally change your life in a matter of days. The aim of this lecture is to present yourself with peak levels of confidence, charisma, so that your listeners are eager to listen to your suggestions, consider your advice, and take action on your words. The good news is that all the words, all the techniques which we will be discussing in this course are learned and learnable. If you can drive a car, you can learn how to close a sale. In this course, we'll enlighten ourselves with some highly guarded psychological secrets that no salesperson will ever tell you. And once you have learned the secrets, you will want to start using them right away in your daily interactions with other people, you'll discover how you can command a room, read people, and build and dissipation so that people are burning to hear what you have to say. That powerful words and techniques in this lecture will help you develop your confidence. So you'll always feel in control. Once you have learned all these techniques and apply whatever you have studied, you'll be able to influence others in ways you have never imagined. So what are we waiting for? My name is beauty. Let's get started. 2. The Power Of Subconscious Mind: I'm sure you must have noticed businesses where people have identical products. They have the same resources, the same tools, yet different people have different results. There are people who find it really hard to find customers. And on the other hand, there are some who cannot stop finding more success. And the one common thing you can find in most of the successful people is that they know exactly what to say, how to say, and how to make it count. You'd be amazed to know that just a slight change of words can make the outcome of a whole conversation different. I'm sure you must be knowing about how our human mind functions. Our mind is divided into two parts, the conscious mind and the subconscious mind. And let me start by dispelling one of the greatest myths regarding the relationship between these two. And the myth is that the conscious mind is much more powerful of the two. Nothing can be much more further from the truth. Our subconscious mind is much more powerful, a 100 times faster than our conscious mind. It has unbelievable processing speed and an infinite storage capacity. And our subconscious mind, this is what keeps us alive as we are moving through this world, our subconscious mind is working round the clock from controlling our heartbeat, our blood pressure, our breathing, our digestive system in every other system that we can think about is being run by the subconscious mind without any effort, our subconscious mind plays a key role in maintaining the stability of our human body. On the other hand, our conscious mind is less powerful. When you compare it with the subconscious mind, are conscious mind can only focus on a few things at one particular time and it removes all the other information that it seems unnecessary. For example, at this very moment, 95 percent of your conscious mind is watching this video, listening to the words and speaking. And the remaining 5% are just your secondary focus. A handful of things that are happening around you and can be picked up by one of your five senses. So if you see or hear anything unusual right now, your mind to just divert to that at the same time, whatever your conscious mind is processing, most of the information is being deleted or being overwritten continuously. But on the other hand, the subconscious mind has the feature, a limited storage capacity. So whatever experience you have recorded in the past, your subconscious mind compares it with similar experiences and then uses the result to refine your internal map of the world. Your subconscious mind acts as an internal parameter for taking instant judgment. The first impressions are how you perceive things around you. So anything that you have experienced previously in your life, that subconscious mind allows you to create a shortcut so that you can take instant decisions without thinking much about it. For example, you go to your workplace, biochar, you get into your car and you have driven your car countless number of times. So now your subconscious mind knows exactly how to drive a car. So the point of discussion between the subconscious mind and the conscious mind is simply to help you know that when the conscious mind is trying to figure out the logic behind each and everything that's happening around us. Our subconscious mind helps us take immediate action and saves our conscious mind of the trouble. So the subconscious mind usually response in a yes or a no output. There is never a maybe in between. It's really strong and sweetly fast when it comes to decision-making. So can we use some words that talk directly to the subconscious part of the brain that would give us a really fair on teaching conversation and gave us amazing results. That techniques which I'm about to discuss tried, tested, and proven to deliver results when applied properly. As you go through each and every technique, you'll realize that there are some powerful insights into what makes people tick and how simple changes can give us really better outcomes. Techniques, which we will be discussing in this course can be applied to any category of life. Not only sales, the simple change of words can help you become much more persuasive and influential and have a bigger impact in whatever you do. 3. Empathy: Empathy is the ability to emotionally understand what the other person feels. Seeing things from their point of view and imagining ourselves in their position in the world of sales and business. Empathizing with the other person can prove to be a really effective technique. And closing the sale and countering much more information about the other person. The two words which we can use in any conversation. And these two words have the potential to make your client instantly fall in love with you. The words, I care or I understand. A lot of times he must have been in a situation where the other person or client gets really disappointed and has really angry on certain event, and it's taking out his frustration is anger on you. And it's telling you how painful this condition really is. Using these words, I understand it. That can really make the whole situation from a negative to a neutral environment. Because using these words, I understand. I kept it shows that you are empathizing with your client and your client sometimes gets this far from feeling that you understand them and that you truly care using this with a proper tone, expressing genuine sympathy and empathy. And that you truly feel their pain and deeply care about helping them resolve it. Using these words have the power to create an even deeper connection between you and the other person. 4. Escaping Rejection: People usually fail to introduce their idea, product, or service to others because of one major reason. The reason is that they are fearful of rejection. They might perceive to the words I'm about to tell you. You can use these words to introduce something to just about anybody at any point of time. And takt is completely rejection-free. You just have to start your sentence with these words. I'm not sure if it's for you, but let's take a moment to understand how the simple structure works. So whenever you are opening a statement with the words, I'm not sure if it's for you. It causes the listeners subconscious mind to here. There's no pressure here by suggesting that they may not be interested in naturally are increasing their interest. They become much more curious to know about what it is. They're subconscious mind is telling them that a decision needs to be made and are soft approach and shows that the decision is not pressurized enough. The real effectiveness of this technique comes in the final three-letter word of the sentence, award everyone hates to hear, and that word is. But imagine receiving a comment from your boss that started with the words, you know that you are really valuable member of the team, but the word but negates everything that was said prior to it. So whenever you are saying to someone, I'm not sure if it's why you, but what the little voice inside your listener's head here, this, yeah, we can look at it. You might want to look at it. I'll give you a really good example of this. And these examples can help you in your daily routine. Joanna, I'm not sure if it's for you, but we have plans on Saturday and you are welcome to join us. Keep 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. See these rejection-free approach creates a simple outcome. One of the two things happened. Your listener leans in and asks for more information because they are personally very interested. Or on the other hand, in the very worst case scenario, they'll say they'll give it some thought. That's the worst-case scenario. 5. Storytelling: Did you know that every decision anyone makes is made at least twice? The first decision is made inside our minds, hypothetically, before it is made in reality. For a decision to come true, you must have first at least imagined yourself doing it right. On the other hand, if you cannot see yourself doing something, the chances of you doing that are close to 0. People make decisions based on the images they see in their minds. So if you can place these pictures in people's minds, then you can use the results of those images to influence their decisions. This technique involves creating pictures in the minds of others, like telling them stories. Remember when we were children, and a lot of stories started with the words once upon a time. And once we heard those words, he became excited and waited what followed next? That now it would be really tough to engage adults with the same powerful sentence, but we can use different variety of words to create the same impact. So whenever you hear these two words, just imagine the subconscious brain starts moving and it creates a blank canvas for you to paint a picture. It cannot help but picture the very scenario you are creating. You can use these words, just imagine to help drive people, do the things you would like them to do. Creating pictures in the minds of others is done by telling stories. So whenever you hear, just imagine, print pictures, that very scenario you are creating. I'll give you some examples. Crop, just imagine the look on your kid's faces when they see what you are achieving here. Mark, just imagine what your boss would say if you missed this really good opportunity to see as you are making these statements, they will see the picture of that very thing happening. So they are imagining the look on their children's faces and they're imagining the frustration on the anger on the process because their subconscious mind starts to tell them story. Because you have started to put an idea into their minds. So now that they are seeing the same thing, chances are their belief in achieving that goes through the roof. I mean, just imagine the results you're going to get after you successfully study all the techniques. You see what I did there. I hope you did. 6. Extreme Choices: As entrepreneurs, sales professionals are business owners. We are often tasked with the responsibility of helping people make their minds up. There are many salesperson who do a great job of getting people interested into something. Yet it is those final moment of helping people to decide that creates the action that drive results. Tac is the tough part. Salesperson helps people choose by removing some of the choices and creating easy options. Decisions become easier when the choices are very extreme. For example, choosing between a red or white wine, going to a beach or a hill station for a vacation. All of these are extreme choices. And extreme choices helps us take simpler decisions. Our goal is to create a statement that presents choice and then allow the other person to pick from those options. The full words which I'm about to tell you will prompt a near instant decision from your prospective client. These four words are two types of people. The second someone hears, there are two types of people in the world. The little voice in their head immediately wonders which one they are and they are waiting patiently to hear the choices. Now, our goal as salesperson is to deliver them to choices and make one of them stand out as the AZ option. I'll give you some really good examples. Steve, there are two types of people in the world, those who resist change in favor of nostalgia, and those who move with the times and create a better future check. There are two types of people in the world. Those who leave their personal financial success in the hands of others, and those who take full responsibility and their own future. In these examples, I believe you're able to see the pattern and understand how one of these options are clearly stabbed in our favor. One of the options makes them look good in one of the options makes them look really average. I will give you a better example. There are two types of people in the world. Those who watch content like this and do nothing, and those who watch courses like these and apply the techniques to make their lives better. How is that? 7. Layered Commands: Just imagine a scenario that you are my colleague and accompany one fine evening, I come to your desk and tell you finish this project. I know your answer would probably be no, or you simply ask me why. It's a very natural thing to resist a direct command. Similarly, if I give you another command, like let me know when you finish the project, just like the first one, he would resist following it. Amazingly enough, when I combine these two commands to finish this project and let me know when you're done, it's an absolute certainty that you will obey God these commands, see, this technique is based on a simple pattern. The word and this particular word joins the first command and the second command. And the person who is listening to these commands is overwhelmed with the information. He doesn't know which one to resist. So he accepts both just when he's about to resist the first command, he's hit with the second command. So the subconscious mind feels it is less effort to carry out both the commands rather than resisting either one of them. These cases, listener will not feel that he is being manipulated. You feel that he has made the right choice by following audio commands on almost all the websites. You can see these words. Contact us and ask how we can help. I'm sure when you were a child, your mom would sometimes ask you to take out the garbage and close the door behind you. And people are much more likely to carry out, put your commands when they feel that you are an authoritative figure. 8. Subtle Swaps: A very common scenario at the end of a presentation or a sales pitch is that things become really complicated and tough for some salesperson. Finally, ask for the order. Following many presentations. The most common question people ask is, do you have any questions? Asking this question makes the other person thing that there should be some questions to be asked. And if they don't have any questions, it makes them feel very peculiar and perhaps a little stupid. This question encourages them to leave the decision-making process and go away thinking about the questions just for the sake of asking questions. So what we can do is simply twist a few words in these questions. So instead of asking your prospective client, do you have any questions? You can use the improved sentence. What questions do you have for me? See a simple change of words. Moves this conversation from out of your control to completely in your control by using these words, what questions do you have for me? You are naturally assuming an outcome. And the easiest response your client or a listener can give is that they don't really have any questions to ask. So what does it really mean? It means that they have made a decision and then you are in a perfect position to ask for the final order. These change of words will result in two things. They'll either say no, we don't have any questions. Or on the other hand, they'll ask really honest questions from you. And then that gives you a chance to gather more information about your prospective client. Either way, you are very close to a decision and you are avoiding the most basic statement. People say that is, I need some time to think about it. I'd like to give you another scenario where you are meeting a prospective client. You have entered your presentation and you would like to discuss about this at a later time. One of the most basic questions people ask is, can I have your phone number? And whenever you are using these words, can I have your followed by a question? Permission pays resistance in the other person's subconscious mind. And since a yes or no answer is acquired, it makes really hard to get what you want. And some people would also consider this as sort of invasion of privacy. So instead of asking, Can I have your phone number, you can just change the words. And you can ask what is the best number to call you at? And then people can effortlessly gave you the information we require. Changing few words can make all the difference in the results you get from the conversations. 9. Social Proof: As we all know, indecision is the biggest thing that stands in the way of progress. And sometimes you need a pretty strong and effective technique to help people jump out of that procrastination. So before that, there are few things that we need to understand about people. People like us, people all over the world. The first thing is that people take great confidence from the fact that people before them have made a decision and that decision worked out fine. Consider a scenario and I believe you must have experienced this yourself on a vacation, you see a group of children standing on a rock looking to jump into the water below, but no one wants to go first. However, as soon as one person is brave enough to go first and jumps into the water, lands in a splash and does not suffer any injury. But instead, he's really happy to do that. Now everybody seems to think that that might be a good idea. Human beings, people like you and me, we're all familiar with following others and trusting at there is safety in numbers. Secondly, sometimes people need to be told what to do, but without taking their permission, sometimes sound root. So the first factor that people take great confidence with the decision-making of people before them. And the second one is that sometimes people need to be told what to do. So if we combine these two factors, then we can create a technique that can help the rapid decision-making of the person we are facing. Now imagine if you are faced with a moment when you want to say to the other person that, look, I think you should really do this, but you cannot say it without taking their permission. That would look really rude. Instead, you can add these two words and these two words up most people. And you can yourself notice how adding these two words can completely change everything. When you tell people what most people would do, their subconscious part will say, Oh, I'm most people. So if that is what most people would do, then perhaps that is what I should do. These two words have been really effectively used by sales, professional, and business owners all over the world with very high effectiveness. Examples for this technique are endless. What most people would do is complete the forms. You will then receive your welcome pack and we can get your boat for a launch. John, most people in your circumstances would grab this opportunity with both hands, knowing that there's almost no risk. Most people put these words, most people into some of their daily conversations. And most of these people CAN immediate positive effect on their influence. You see what I did there? I hope you did. 10. Igniting Feelings: People are motivated by one of the two things, either a Whiting and loss are acquiring a potential gain. And the real world examples usually tells us that people, we were far harder to avoid a potential loss. So in this technique, a focus on the pain points of the other person by introducing future scenario using the words, how would you feel if, and the create that painful moment for the other person and how that painful moment would trigger those emotions at that point. These words, how would you feel if would give them a reason to move from the bad news, creating a mental image of that painful memory in the minds of your customer or the person we're talking to will force the subconscious mind to avoid that painful experience by taking an instant decision. I'll give you a few examples to clear this concept. Steve, How would you feel if you lost all your savings in this Ponzi scheme? Jack, how would you feel if you don't work hard today and then see all your colleagues getting promoted in the future. 11. Ice Breaking: These two words which I'm about to tell you is, are so powerful that you can use them and make anyone agree to your point of view. And it's more powerful whenever you are having a conversation with a stranger than with somebody you already know, see whenever you are talking to a stranger, conversation needs to move easily and it usually follows the path of least resistance. If you use these words before any sentence, people will start agreeing with you with Fourier loyalty will start to believe you before you even start your conversation, prefixing a statement to the words, I bet you are a bit like me. It results in the other person comfortably agreeing with what you are saying, provided that we are not saying something really wake and unreasonable using these words, I bet you are a bit like me. It often results in the other person slowly and slowly start to agree with you. Even use this sentence to gather more information about your prospective client or the other person. Because whenever you are meeting someone for the first time, people are not always going to be completely honest. You can use these words to help avoid many common objections by gaining full agreement with something that they may otherwise have tried to use as an excuse in the future. So for example, you want to pitch your idea to someone, but you are really scared that they might say no because they don't have the time for it. So early in the conversation you approach them and you start your sentence most preferably like this, Steve, I'd bet you're like me. You hate watching TV in the morning and you would rather work on something that really benefits you. Drawn, I bet you are a bit like me. You're a busy person who's always juggling to get everything done, slip these kind of statements early in the conversation and see it confidently maintaining an eye contact with the other person. And when you do this, they will quietly and slowly agree with your point of view. And Brin, they start to give you a slow gnawed on these statements, building a rapport with them. And sometimes later in the conversation, it becomes really hard for them to say no to any proposals you come up with. 12. The Good News : In the world of Sales and Business Bureau familiar with the importance of an upsell, which means inviting your customer to purchase more at the point of transaction. This particular technique can help you turn a negative environment into a positive one. Use this technique called labeling. The moment you apply a label to something, it becomes almost impossible for the other person to remove that label. The effectiveness of putting a label creates the ability to change the direction of a conversation without much effort and move towards a much more positive outcome. We'll use these coverts. And the four words are, the good news is, using these four words as a preface ensures that the person who's listening to it, who's reading it, has to accept the label you have attached to it. This technique can help you prevent yourself from ending in a self sabotaging conversation of blame and pretty. And it can help you start taking the conversation in a new direction by using the forwards. The good news is, you cause people to face forward with optimism and remove and the negative energy out of the conversation. Similarly, you can use the same technique with two other words. When faced with people who give excuses are reasons as to why something would not work and why they are not ready to move forward. See, whenever someone is giving you an excuse, they expect you to argue about that point. So next time someone tells you a reason why they do not want to do something. You answer back by saying these two words. That's great. So when someone says, I couldn't do it because of this, say that's great. You've just found out another way that doesn't work. And watch how they look at you differently. You have completely changed the way they think. So by bringing more positivity to situations with the words the good news is, and responding to excuses with the words, That's great. You start to shift the balance in people's thoughts and allow them to question themselves towards better outcome and behavior. 13. Displaying Curiosity: One of the most frustrating statements at salespeople receive from clients is I just need some time to think about it. I'm sure if you are a salesperson or a business owner, you must have heard the statement countless number of times. Apply some context to this situation. Just imagine spending some time with your customer giving him a presentation. And then when you are finally asking them for an order, give you this del statement. I just need some time to think about a tendon statement. Neither helps you. Are the customer achieve anything. This statement is basically very nontransparent because the customer does not share his thoughts truly with you and you don't have any information to work upon. And sometimes when we receive statements like these are common responses. What is that you want to think about? You cannot ask this question. Do your client directly as it would sound really rude. So our common responses, okay, no shoes, no pressure will be ready when you are ready and we walk away from the opportunity of making an actual sale. So how do you get more information from your prospective client and how do you get out of this, the questions without looking rude in these kinds of situations that you can get more information from your client, then it can help you to a great extent with respect to controlling the sale. So before asking your client any questions, you can just start your statement with the following words, just out of curiosity. And it can be a perfect preface to all your questions in these situations. I'll give you a few examples. Mark, Just out of curiosity, what's stopping you from making this decision right now, Julia, just out of curiosity, what makes you think that this product won't work in your company? Bruce, Just out of curiosity, why do you need some time to think about this decision? A very important thing to keep in mind is that you need to remain quiet after asking this question. You must not judge their situation or put words in the amount of asking these types of brave and bold questions is what is going to separate you from being an average salesperson to a professional one. So just out of curiosity, what's stopping you from using all the techniques you are discussing in this course and applying it to become a better person. 14. Open Minded: Majority of people in the world consider themselves to be open-minded. See when the alternative is being closed minded person. People usually find it safer to consider themselves open-minded. This information that most of the people think like this, that can give you a really good vantage whenever you're having a conversation with someone. So the next time you are introducing an idea or a product to a prospective customer, you can use these words, how open-minded IU. And then you can follow it up with your sales pitch, asking this question about being open-minded. It's shared. The odds from 50, 50 to more than 70 or 90 to one in your favor, because everybody wants to be open-minded. I'll give you a few examples. Gate, would you be open-minded about getting this a shot? Mark, how open-minded would you be to try this new product proj? Would you be open-minded about us working together? See questions like these, makes it really difficult for the listener to reject your idea. And they are somewhat obligated to explore what you're trying to say. It really feels like you're getting them a choice. But are you think about it? 15. Conclusion: With all these sentences that he had discussed, I'm sure that you are not aware at using the right words at the right moment can create all the difference in the world. Everything which we have learned in this course is really simple, easy to do. And the best thing about it is that it works. The one thing that it does not do is work with each and every person all the time. It usually works with most of the people, most of the times. A compound effect of using these tiny changes in sentences and subtle changes in language could be the one thing that can take your scenes and your business to the next level. I wish you all the success that you are prepared to work for. Thank you very much. Take care.