March 26, 2024 • 10 mins
Discover the potential of persuasion in achieving business success with Wayne Sutton as he reveals the underlying principles of influence rooted in science and tested in reality. In this enlightening podcast episode, Wayne discusses how your state of mind, or what Tony Robbins calls 'state management,' can greatly impact your ability to persuade others, emphasizing its importance especially when it comes to sales and marketing.
He explores the concept that people don't just buy products or services, but also the states of mind associated with them, unraveling the subtle nuances in human behavior that smart marketers can leverage. With interesting anecdotes and practical advice, Wayne walks you through the process of how to guide prospects towards making beneficial decisions for your business.
Furthermore, he highlights the power of cultivating particular states of resourcefulness, such as intelligence, reasonableness, and helpfulness. By nurturing these conditions and ensuring that they are fully intact within yourself, you can effectively bring your clients into the same state of mind.
For more profound insights about persuasion and sales strategy, as well as valuable instructions on how to label prospects and nullify behaviors you don't want, tune into this episode. Become an influencer in your field and make a significant impact on your business, and the world. Sign up for our newsletter at www.yourpersuasioncoach.com for more compelling resources to help you master your persuasive abilities.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
Your ability to persuade others is one of the most powerful resources you will ever discover.
During this eye-opening podcast, you'll join Wayne Sutton as you uncover the
secrets of influence based upon science and proven in the real world.
Tony Robbins says everything is state or state management.
(00:23):
Now, I remember hearing Tony talk about this years ago and decided to test it out for myself.
What I mean by that is in my personal life, in my business life,
in everything, the state of mind, my personal state influences the state of others.
Ever walked into a room and just felt the energy was off like,
(00:44):
wow, there's something so thick in here.
Well, the key to that is there is an actual energy that comes from the state,
but also your body's picking up on body language, unconscious cues.
And as you pick up on those unconscious cues, your unconscious is saying something's
not safe here. Something's not right.
So we need to understand that when we're talking to people. But we also need
(01:07):
to understand that we release those states.
If you're not fully, this is important, if you're not fully bought into the
product or service that you're selling, then neither will be the people that you're talking to.
So because people listen to
me very intently people do not buy products or
services alone they buy states states
(01:28):
of mind if we can guide them to the proper state we help them make great decisions
and you will make more money in sales and marketing persuasion so think of the
last major purchase maybe it was a home maybe it was an automobile maybe it
was an investment that you you invested into?
What was the last thing that you spent money, a good amount of money into?
(01:51):
And what state of mind were you in? Now, were you excited?
Were you nervous? A little bit of both?
But what emotion drove you to buy that property?
So I'm coming to you from my home office, and we bought this property about eight years ago.
And I remember the excitement. I remember being nervous. I remember a lot of different emotions.
(02:14):
But the state, when I finally said, I'm in, and we wired money for the home.
We wired money because of a state. What was that state?
It was a state of hope. I was I could see it was a state of excitement.
This would be the the the size of the property of the size of the home was enough for my growing family.
(02:35):
The office that I'm speaking to you now in was it was like set apart.
It was just what I needed was the size that I needed.
So it was just like a perfect state of mind that I had. So how do you move people into state?
Now, there's a couple of states and we give you three resourceful ones.
Number one is the state of intelligence. People want to feel intelligent.
(02:58):
People want to feel intelligent.
So when you let someone know they're making a good decision or how they're making
a decision that other people that are intelligent have made this decision.
That's why we work with people such as is important because they want to know
that they work with, that you work with people in their area,
in their niche or people of importance, people that they deem intelligent.
(03:21):
Intelligent and you want to
help them become intelligent or help them see themselves as intelligent.
Now, secondly, secondly, if people really want to feel that they are reasonable,
this is very reasonable.
That's why when I'm, if I'm selling a high ticket program, I often say.
Are, you know, people say, well, what does this cost me?
(03:42):
What's it cost to get involved? What's Wash your feet. Wash it with this.
And I'll go back. Hey, number one is very reasonable. It's fair.
I tell people our price is fair based upon this.
People want to be treated fairly. It's something to always remember.
Their unconscious fear is, is somebody getting ripped off? Am I paying too much?
So I'll let them know that they're being very reasonable.
(04:06):
Hey, you're making a great decision based upon this, this, and this.
Hey, Mr. Prospect, you're making a great decision.
Based upon your goals and your desires and also what you've tried in the past.
And I'm going to show you a very...
Very simple and proven process.
(04:27):
Well, I'm going to show you a proven process. It's going to take some work,
but for someone who is as reasonable as you, you'll see the benefits of it.
And they want to feel, believe it or not, they want to feel helpful.
This is why often when I'm going and speaking with people, I come in,
especially like in the beginning of a call with, hey, I'm not sure if you can help me or not.
(04:49):
Hey, I may be like, I may be talking to the wrong person. I'm I'm not sure if you can help me or not.
So recently I had a good friend of mine. He came to me and said, Wayne, I need help.
I'm trying to gain more business and I've got to do something as a local business owner.
He said, I've got to go door to door and we'd couple up, you know, B2B.
And I've got to ask these people for the opportunity to serve them.
(05:11):
And he said, the last thing I want to do.
I said, well, don't go in with a pitch. Go in with a question.
Hey, my name is. Hey, and I'm not sure you could even help me.
I may be barking up the wrong tree. I may not. Hey, I'm not sure if you can
help me. I'm not sure if I'm talking to the right person.
People immediately go into, yes, I can. Maybe if you do it with the right tonality
(05:33):
and you do it with the right.
Again, remember the conscious and unconscious. They look at the body.
Are you being genuine here? Hey, can you? I'm not sure if you could help me.
They go into a helpful state.
Yeah, well, how can I help you? Well, maybe. What do you need?
Yeah, this is who I am. This is my offer. or this is what I could do for your
company, but I'm not sure, are you the person that could help me or is there somebody else?
(05:57):
Everybody wants to be the one that helps, okay? So intelligence.
Reasonable, helpful. These are states. Now, there's a lot of statements and
questions we can move people into these states.
If this is important to you, then I want you to go to yourpersuasioncoach.com
to sign up for our newsletter.
If you're listening to this podcast and you're already on our newsletter,
(06:18):
great. And keep an eye out.
If this is something that you're like, wow, I want to learn more about this.
If you find yourself more and more curious, then go to yourpersuasioncoach.com
and just click on subscribe to newsletter.
Now, Now, when you label someone, let me get let me jump back again onto the
intelligent, helpful, et cetera.
(06:38):
When you label someone as that, then they will try to maintain that label because
people have a need to stay consistent with who they think they are.
Let me say that again. People have a need to stay consistent with who they think they are.
So you can label that person you label
someone as how do you label someone as
(07:00):
intelligent you so i see you've done your research oh that's hey that's a smart
idea that's a good idea a lot of times i see what somebody says something i'll
go huh smart it's not in my head smart i'm saying you're smart without but it
sounds like it doesn't sound like trying to like i'm not not overdoing it.
It's just like, oh, smart, right? Yeah, good idea.
(07:23):
Okay. So what this does is it begins to build up.
Now, there's a level where you don't want them to feel so intelligent that they don't need your help.
Another podcast, another lesson. But yeah, so you want to label them and then
nullify behaviors you don't want. Okay.
(07:44):
So let me give you an example. If I want If I want to label someone as smart,
you know, somebody as reasonable, I want to label them as helpful,
I can nullify the behavior I don't want.
You know, hey, you know, Mr. Prospect, you'd be surprised how many people are procrastinators.
So many people, they've just got closed-minded, hard-headed,
(08:08):
and they're not willing to do the research.
I'm glad we're talking today. There's too many procrastinators.
There's too many people with that victim mentality. Does that make sense?
Okay. When you can tell them, hey, I'm glad we're talking, but there's other
people that are like this.
What you're doing is you're separating yourself from them. You're labeling them.
(08:29):
It's refreshing to have someone who knows their goals.
This is something I use almost daily on conversations. Hey, you know what?
It's really refreshing to have someone like you on the call.
They know their goals. You know what you're looking for.
And you're taking the next right step. So tell me. So I give that label,
and then let's continue talking. I want the label to stick.
I don't want their conscious mind to be able to negate it.
(08:51):
So in this room of oppression, have someone who knows the goals,
know what they're looking for, and taking the next right step.
So tell me, Mr. Prospect, and then I'm going to go back to a question,
or I'm going to have them, we're going to shift the conversation.
Now, there's so much more I can talk on this. But what I want you to do is recognize
you have everything within you to help somebody feel a way that they need to
(09:13):
feel to make good decisions.
And here's the thing, when people are positive, you just move people into that
positive mode, they'll make better decisions.
If the decision to work with you is a solid and good decision,
they'll come to that conclusion.
If it's not, then it really doesn't matter what you say, right?
So again, help people, and I've gone from this call from states to labeling,
(09:36):
but I really want you to understand this.
You need to be in the right state of mind of resourceful.
You need to be in a state of mind that you're helpful. You need to be in a state
of mind that you have intelligence, that you understand the product or service
and how it could help them.
When you're in that state of mind, then you can bring that state of mind to
the other people. Does that make sense? Okay.
(09:58):
Hit the share button. Hit the share button. This is me making an ask, okay?
If you do not have an offer, if you're You're not making an offer to your audience.
Are you really ever persuading people? So my ask for you is that you just hit the share button.
This podcast has been helpful. As I said earlier, obviously,
make sure you subscribe to our newsletter.
(10:19):
But hit the share button. Somebody needs to hear this.
Hope it was helpful for you. Go out there. Influence yourself.
Influence others. And impact the world. God bless. Go to yourpersuasioncoach.com
for more powerful resources on how to influence yourself, influence others, and impact the world.
Your ability to persuade others is one of the most powerful resources you will ever discover.
During this eye-opening podcast, you'll join Wayne Sutton as you uncover the
secrets of influence based upon science and proven in the real world.
Tony Robbins says everything is state or state management.
(00:23):
Now, I remember hearing Tony talk about this years ago and decided to test it out for myself.
What I mean by that is in my personal life, in my business life,
in everything, the state of mind, my personal state influences the state of others.
Ever walked into a room and just felt the energy was off like,
(00:44):
wow, there's something so thick in here.
Well, the key to that is there is an actual energy that comes from the state,
but also your body's picking up on body language, unconscious cues.
And as you pick up on those unconscious cues, your unconscious is saying something's
not safe here. Something's not right.
So we need to understand that when we're talking to people. But we also need
(01:07):
to understand that we release those states.
If you're not fully, this is important, if you're not fully bought into the
product or service that you're selling, then neither will be the people that you're talking to.
So because people listen to
me very intently people do not buy products or
services alone they buy states states
(01:28):
of mind if we can guide them to the proper state we help them make great decisions
and you will make more money in sales and marketing persuasion so think of the
last major purchase maybe it was a home maybe it was an automobile maybe it
was an investment that you you invested into?
What was the last thing that you spent money, a good amount of money into?
(01:51):
And what state of mind were you in? Now, were you excited?
Were you nervous? A little bit of both?
But what emotion drove you to buy that property?
So I'm coming to you from my home office, and we bought this property about eight years ago.
And I remember the excitement. I remember being nervous. I remember a lot of different emotions.
(02:14):
But the state, when I finally said, I'm in, and we wired money for the home.
We wired money because of a state. What was that state?
It was a state of hope. I was I could see it was a state of excitement.
This would be the the the size of the property of the size of the home was enough for my growing family.
(02:35):
The office that I'm speaking to you now in was it was like set apart.
It was just what I needed was the size that I needed.
So it was just like a perfect state of mind that I had. So how do you move people into state?
Now, there's a couple of states and we give you three resourceful ones.
Number one is the state of intelligence. People want to feel intelligent.
(02:58):
People want to feel intelligent.
So when you let someone know they're making a good decision or how they're making
a decision that other people that are intelligent have made this decision.
That's why we work with people such as is important because they want to know
that they work with, that you work with people in their area,
in their niche or people of importance, people that they deem intelligent.
(03:21):
Intelligent and you want to
help them become intelligent or help them see themselves as intelligent.
Now, secondly, secondly, if people really want to feel that they are reasonable,
this is very reasonable.
That's why when I'm, if I'm selling a high ticket program, I often say.
Are, you know, people say, well, what does this cost me?
(03:42):
What's it cost to get involved? What's Wash your feet. Wash it with this.
And I'll go back. Hey, number one is very reasonable. It's fair.
I tell people our price is fair based upon this.
People want to be treated fairly. It's something to always remember.
Their unconscious fear is, is somebody getting ripped off? Am I paying too much?
So I'll let them know that they're being very reasonable.
(04:06):
Hey, you're making a great decision based upon this, this, and this.
Hey, Mr. Prospect, you're making a great decision.
Based upon your goals and your desires and also what you've tried in the past.
And I'm going to show you a very...
Very simple and proven process.
(04:27):
Well, I'm going to show you a proven process. It's going to take some work,
but for someone who is as reasonable as you, you'll see the benefits of it.
And they want to feel, believe it or not, they want to feel helpful.
This is why often when I'm going and speaking with people, I come in,
especially like in the beginning of a call with, hey, I'm not sure if you can help me or not.
(04:49):
Hey, I may be like, I may be talking to the wrong person. I'm I'm not sure if you can help me or not.
So recently I had a good friend of mine. He came to me and said, Wayne, I need help.
I'm trying to gain more business and I've got to do something as a local business owner.
He said, I've got to go door to door and we'd couple up, you know, B2B.
And I've got to ask these people for the opportunity to serve them.
(05:11):
And he said, the last thing I want to do.
I said, well, don't go in with a pitch. Go in with a question.
Hey, my name is. Hey, and I'm not sure you could even help me.
I may be barking up the wrong tree. I may not. Hey, I'm not sure if you can
help me. I'm not sure if I'm talking to the right person.
People immediately go into, yes, I can. Maybe if you do it with the right tonality
(05:33):
and you do it with the right.
Again, remember the conscious and unconscious. They look at the body.
Are you being genuine here? Hey, can you? I'm not sure if you could help me.
They go into a helpful state.
Yeah, well, how can I help you? Well, maybe. What do you need?
Yeah, this is who I am. This is my offer. or this is what I could do for your
company, but I'm not sure, are you the person that could help me or is there somebody else?
(05:57):
Everybody wants to be the one that helps, okay? So intelligence.
Reasonable, helpful. These are states. Now, there's a lot of statements and
questions we can move people into these states.
If this is important to you, then I want you to go to yourpersuasioncoach.com
to sign up for our newsletter.
If you're listening to this podcast and you're already on our newsletter,
(06:18):
great. And keep an eye out.
If this is something that you're like, wow, I want to learn more about this.
If you find yourself more and more curious, then go to yourpersuasioncoach.com
and just click on subscribe to newsletter.
Now, Now, when you label someone, let me get let me jump back again onto the
intelligent, helpful, et cetera.
(06:38):
When you label someone as that, then they will try to maintain that label because
people have a need to stay consistent with who they think they are.
Let me say that again. People have a need to stay consistent with who they think they are.
So you can label that person you label
someone as how do you label someone as
(07:00):
intelligent you so i see you've done your research oh that's hey that's a smart
idea that's a good idea a lot of times i see what somebody says something i'll
go huh smart it's not in my head smart i'm saying you're smart without but it
sounds like it doesn't sound like trying to like i'm not not overdoing it.
It's just like, oh, smart, right? Yeah, good idea.
(07:23):
Okay. So what this does is it begins to build up.
Now, there's a level where you don't want them to feel so intelligent that they don't need your help.
Another podcast, another lesson. But yeah, so you want to label them and then
nullify behaviors you don't want. Okay.
(07:44):
So let me give you an example. If I want If I want to label someone as smart,
you know, somebody as reasonable, I want to label them as helpful,
I can nullify the behavior I don't want.
You know, hey, you know, Mr. Prospect, you'd be surprised how many people are procrastinators.
So many people, they've just got closed-minded, hard-headed,
(08:08):
and they're not willing to do the research.
I'm glad we're talking today. There's too many procrastinators.
There's too many people with that victim mentality. Does that make sense?
Okay. When you can tell them, hey, I'm glad we're talking, but there's other
people that are like this.
What you're doing is you're separating yourself from them. You're labeling them.
(08:29):
It's refreshing to have someone who knows their goals.
This is something I use almost daily on conversations. Hey, you know what?
It's really refreshing to have someone like you on the call.
They know their goals. You know what you're looking for.
And you're taking the next right step. So tell me. So I give that label,
and then let's continue talking. I want the label to stick.
I don't want their conscious mind to be able to negate it.
(08:51):
So in this room of oppression, have someone who knows the goals,
know what they're looking for, and taking the next right step.
So tell me, Mr. Prospect, and then I'm going to go back to a question,
or I'm going to have them, we're going to shift the conversation.
Now, there's so much more I can talk on this. But what I want you to do is recognize
you have everything within you to help somebody feel a way that they need to
(09:13):
feel to make good decisions.
And here's the thing, when people are positive, you just move people into that
positive mode, they'll make better decisions.
If the decision to work with you is a solid and good decision,
they'll come to that conclusion.
If it's not, then it really doesn't matter what you say, right?
So again, help people, and I've gone from this call from states to labeling,
(09:36):
but I really want you to understand this.
You need to be in the right state of mind of resourceful.
You need to be in a state of mind that you're helpful. You need to be in a state
of mind that you have intelligence, that you understand the product or service
and how it could help them.
When you're in that state of mind, then you can bring that state of mind to
the other people. Does that make sense? Okay.
(09:58):
Hit the share button. Hit the share button. This is me making an ask, okay?
If you do not have an offer, if you're You're not making an offer to your audience.
Are you really ever persuading people? So my ask for you is that you just hit the share button.
This podcast has been helpful. As I said earlier, obviously,
make sure you subscribe to our newsletter.
(10:19):
But hit the share button. Somebody needs to hear this.
Hope it was helpful for you. Go out there. Influence yourself.
Influence others. And impact the world. God bless. Go to yourpersuasioncoach.com
for more powerful resources on how to influence yourself, influence others, and impact the world.
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