The following is from my friend and mentor, Kevin Hogan. He's the master of persuasion. I suggest you attend his event. Details are from him below. - joe
Influence Boot Camp, February 16-19 at Bally's/Paris Las Vegas
Three nights at the luxurious Bally's/Paris Resort in Las Vegas are included in the Influence in Selling event of the year! Boot Camp Registration
Personal Sales and Business Growth You Wouldn't Have Thought Possible
Should you be at Influence: Boot Camp this Year?
I was sick of selling "10%."
It was 1984.
"It's a numbers game, Kevin."
Heard it all the time.
It was a mantra of how meaningless I was as a "salesperson." Do it by the script and it's a number game...
I certainly was a "numbers person."
But I could never look at anyone as a "percentage."
It meant I had to have 8-11 appointments per day to make a sale. It was always a long day. Driving from business to business for 10-15 minute appointments in the hopes of selling an ad. Day after day for three years...wishing I didn't have to look at the guy sitting opposite of me as a number.
I said the same thing every time.
...and sure enough my boss was right. 10% of the business owners would buy an ad. Some days that meant I made two or three sales but other days I could go on 10 appointments and sell nothing. The day might as well have not been on the calendar. Go home wiped out with nothing to show for it except a bad mood.
Then I began learning about Influence and Persuasion, and how the strategies and principles of persuasion applied to selling. I spent countless hours studying nonverbal communication, proxemics, social psychology, NLP, hypnosis, interpersonal communication, neuroscience, cognitive psych, evolutionary psychology, genetics, philosophy and advertising.
What's the difference between selling 10% and 16%?
Instead of selling 10%+/- of my prospects, I honed my skills to sell 14%, 15% and sometimes 16% of the people I had appointments with. Still a numbers game...but the numbers meant I made a lot more money.... I know it doesn't sound like a lot, but the difference between selling 10% and 16% was about $200 each week. In those days an extra $200 a week was huge.
What it means was my income eventually went up by 40% in one year, or about $10,000. It would have gone up even more but I had just gotten married and it was a good idea to be home during some waking hours....
Learning made the difference.
But learning wasn't cheap. I invested tens of thousands of dollars and sifted through a lot of meaningless junk to find the gems. But I did find the gems...and as the years would go on, I'd find a LOT of gems.
As my career evolved and moved from ad sales to writing presentations for nonprofit groups and eventually becoming the director of a nonprofit drug prevention organization, I learned a lot more. What really motivates people...what causes people to give or not give. To buy or not buy. To say "yes" or "no."
As I learned more and more there became a demand from businesses for all of this knowledge I was synthesizing. Soon a speaking career I had dreamed of was under way. Same results. About 16%, maybe 17%.... of people I communicated with said, "yes" to Kevin Hogan. (And yes, being a math geek...I kept ridiculously detailed statistical records of my appointments.)
But $140 per day was only about $35,000 per year. Not much to support a family on... even in the late 80's.
But it sure beat leaving in poverty as I had 22 of the preceding 27 years.
Then came the 90's. You should know that I was a stay at home Dad for two years or so, in the early 90's. You know, "Mr. Mom." (Yes, it would make a much better movie.) My wife and I both worked as well. She was a stay at home Mom too, just the opposite hours that I was a Mom...and she was a much better Mom than I was....
It was ridiculous. I worked 50 hours per week. So did she. Then we parented the hours we weren't "working."
But now, the checks were no longer $100 per sale but more...a lot more...
I wrote a book that would one day be an international best seller in this period. "The Psychology of Persuasion." It took two years and wouldn't be published for four more...but in learning more about selling and marketing myself, I really started digging in.
I learned everything I could about influence and persuasion and how to apply the concepts and factors that influence to my day to day businesses. (From this point on, I always had at least two businesses. One was writing and public speaking, the other was therapy...yes I was a therapist for a long time...private practice.)
And then the geometric rise began. It wasn't 14% or 16% any more. Of the people I'd meet with face to face sales would go up to 19% and sometimes as much as 22% of people I'd talk to. I had begun.
Is 22% only a little more than twice as much as 10%???
These tiny selling percentages...going from 10% to 22% seem so small when you read them in print but with higher dollar sales being made, doubling the number of sales in life really meant that income was multiplying 6 and 7 times....
The more I discovered about influence, the more research I personally did, the more research I culled from every scientific journal on the planet, the more applications I was able to make to sales and marketing and pretty soon about 1/3 of the people I was seeing for any reason...were saying "yes."
Now this wasn't all influence and persuasion techniques. Some of this increase was attributable to reputation and word of mouth. But the numbers were up...way up.
Then as the late 90's rolled in, about 45% of everyone I met face to face, said "yes." In the early 2000's it became over 50%.
Now that all sounds something right next to impossible....and yet internalizing the skills of influence and persuasion made all the difference in the world.
It was THE difference.
Applying influence and persuasion techniques and strategies in selling and every area of my life... changed my life.
And there was an OCEAN of material about influence that was only being skimmed. I subscribed to everything. I read everything. I applied everything. MOST of the stuff didn't work in the real world. BUT when it did sales would grow at unreasonably large rates. Revenues continued to increase and increase and exponentially.
Can You Really Sell Almost Everyone You Talk To?
A Boot Camp participant asked me last year, "I sell insurance. What percentage of people do you think I could realistically sell?" I almost blurted out 80% but that would simply SOUND to ridiculous. Instead I asked, "Are you currently selling 10% of the people you see?"
"Yes, about that, why?"
(No one ever knows anymore...math geeks must do computer work nowadays!)
"Would you like to double it...or more?"
She gave one of those suspicious looks and had the person not known me and my reputation.... my sense was going to walk away.
No one can put their arms around doubling their income in a year. It's just about impossible to make that picture in your mind.
The fact is doubling income is easy when you can apply influence and persuasion to the sales process.
It means you are going to sell 15% at a VERY slightly larger sale instead of 10%. And I wasn't being all that genuine because this person was capable of selling half the people she was seeing...half or more.
The answer turned out to be 100% in office appointments closed. (Yeah, 100%.) less in the field. Her sales skyrocketed.
And that is not a unique story. If it were, I wouldn't be writing this. it was the norm. (Not that most people who went through our 4 day boot camp closed 100% because they would NOT, but that sales and marketing brought in revenue increases that were so big it would sound ridiculous to tell you.
One quiet guy at the back row of Influence: Boot Camp last year was from Anthony Robbins and Associates. I was flattered. They were taking us seriously.
One woman came up after the first day and said, "You aren't teaching any NLP. I thought..."
And I cut her off. I don't teach NLP. Nothing like it. Plenty of people teach NLP. I told her there was nothing like NLP coming for the rest of Boot Camp....would she like to stay?
She looked a bit shocked and said something like, "Well...yeah...I guess."
It was pretty much a non-decision. She did a great job that day and was really getting "it." She stayed and toward Thanksgiving last year reported what I considered a significant increase in her real estate sales. She said she'd be back next year. That's the other thing I wanted to hear...
And Influence: Boot Camp is something I look forward to. Yes, it is gratifying to go to a big company and show them how to make millions of dollars. (And please all of you CEO's and meeting planners take note of that fact!) BUT, there is something very special and unique about sales people. People who are professionals. People who run their own thing. It's 100% up to themselves as to whether they win or lose. They can get rich or go broke and it has nothing to do with a product line that a company has given them to sell.
It's all about your skill. My skill. Getting better. Better. Best. Being the Best.
And it's all in utilizing influence and persuasion in Selling and Marketing.
I alluded to the dense nature of literature that can lead a person to put together working models of persuasion for selling. Part of my fun is taking all of that complex stuff and making it easy. So, I put together what I think is the best program to get the job done. The lengthy testimonials all speak for themselves.
Here's what it all boils down to. Should YOU be at Influence: Boot Camp?
If you want to learn specific ways to sell most of the people you meet with, whether an entrepreneur or CEO of 3M, then you should come. If you need to hear "yes," come.
One of the best part of Influence: Boot Camp this year is that unlike other years, I'm up front the whole day.
And I'm going to show you how to make a LOT more sales by seeing fewer people with NO extra work and in fact will reduce the total time it takes you to communicate your message so much it will probably scare you.
And...we have fun. Maybe I can have you for dinner with a small group or invite you to my suite at the end of the night for drinks. But one thing is for sure, when you leave Las Vegas, you will have sat down and talked with me unless YOU made it impossible to do so.
I've spent a lot of money seeing people and never even getting a hello. That always bugged me. You will say more than "hello" to me. I want to know you and be important in pulling a few strings for you in career.
In fact everything about Influence: Boot Camp is about what I want in a training. Lots of content. Lots of applications. Lots of certainty. Lots of new material. Meeting the people who can turn keys for you in life.
Last year I invited the inventor of Microsoft Word, my friend Richard Brodie to stop by at his convenience and say hello. (He was in the World Series of Poker Tournament). Well, he did more than that. He stayed and answered questions and met people. That's the kind of thing that makes Influence: Boot Camp unique. How'd you like to pick that brain for a half hour? If you were at Boot Camp you did....
You come to Influence: Boot Camp and it's like getting toys in a Cracker Jack Box. You always leaving thinking, WOW!
The other thing I do in a training is make sure that EVERYTHING is usable and applicable when you get home. I make sure that EVERY person leaves with at least one specific key that will make them in great excess of $10,000.
You'll be part of a BusinessStorm for Success
Each day I show you how to BusinessStorm for Success. That means I show you a process where you will have a HUGE idea that is EASY to implement the day you get home. It will make you a lot of money. All you have to do is turn the key. (And you do have to turn the key to open the door.) EVERYONE gets this gift....and...I teach you HOW to BusinessStorm so you will be able to develop powerhouse ideas that often bring in as much money in a day as you made last year.
You might want to read that again.
In just 4 days at Influence: Boot Camp, I can show almost anyone how to drive their sales up to numbers previously thought out of reach.
I'm going to do the same for you.
The agenda for the 4 days is full. It's now finalized with the exception of a few pieces of sales research being worked on right now.
And then I got an idea....
I made Boot Camp better.
Individuals and companies pay me anywhere from ...$500 - $5000 per hour to consult with me on the phone...depending on the content and complexity.... That's what you pay to talk with me about building your business, making sales and increasing revenues....using influence and persuasion.
When you attend Influence: Boot Camp next year, you can have TWO hours (NOT 2 thirty minute sessions but TWO HOURS) of one on one coaching or consulting on the phone, at NO COST TO YOU, in the spring of 2006. Just you and me.
Total value at $1,000 and possibly more.
You will receive a certificate with your MegaManual on Thursday, that you can redeem any time in the spring, preferably immediately after Influence: Boot Camp. (Note this offer is good from November 14-20 ONLY and is not transferable. This offer is limited to 14 people.
In addition...I decided that I really wanted to come up with something else that would be special... that is really special this year for Influence: Boot Camp. Something that most people would consider an indulgence. I mean, it IS Las Vegas...There's a lot to indulge in, but that's all during down time.
I wanted to send you home knowing that when you are looking for EXACT and PRECISE applications of everything you learn in Boot Camp or anywhere else...that you can do it, do it quickly and with profitable *results.*
So I thought...when I go to a seminar or a training, I want to fill a note book full of notes so I can be sure I got my monies worth and I want to come out with applications to make it all profitable. I can't tell you how many times I wish I could have had even 30 minutes with the guy at the front, "so is this the best way to use these strategies?"
This is the perfect experience for you *and* your employees because you can debrief over dinner what we did in Boot Camp. You can begin implementation into sales, marketing and management immediately.
Influence: Boot Camp has NO stupid exercises where you get up and rub your neighbors shoulders, picture things in your mind with your eyes closed or shout mantras to the gods. (I don't think I could ever handle that again....)
Influence: Boot Camp is all about profit and it is about having a great experience. It's run EXACTLY how I wanted every training that I have ever been to...to run. High content in a relaxed atmosphere where you can meet all the right people. The standard is high. And from 8:45-5 we are all business. And for the airplane ride home?
Three bonus hours on DVD!
You and your people are in for a NO B.S., high content, download of sales, marketing and communication information that is from the latest and best in the field of influence in persuasion. Some of this material is so new that no one has it...yet. Some of it is so good and has been so well tested that you need to make a phone call home and make some changes to the website, your business cards and even presentation folders.
By the way, if you can NOT handle making changes in your business to be more profitable, save your money. I'm going to show you how to write copy that sells. I'm going to go through sales presentations for various businesses that are represented in the audience. You will start to understand the latest and the most effective sales and marketing strategies that will cost you very little and will cause you to make a LOT of money.
The last two Influence: Boot Camps were incredible experiences. I went back through every second of video and found out what the participants needed the most. What brought the most questions. What was the most fascinating, helpful, valuable, exciting, profitable AND one of those things was adding ONE powerful SPECIFIC sales or marketing strategy to a business or the person's personal income that WOULD work and would be implemented upon returning home. All of this was done LIVE while participants took notes at light speed.... and the PROCESS alone is worth the price of Influence: Boot Camp. And unlike others...I'm not trademarking it....ever. I want people who attend to bring this back home and implement it over and over...
So how could I make Influence: Boot Camp even better?
I added three bonus hours of this years Influence: Boot Camp 2006 on DVD so you can watch it on the plane or as soon as you get home. AND at the end of the third DVD there is a little gift for you! (Not telling...) This way you can get to the airport at lunch time, be home by evening and back in the office Monday ready to rock with at least SOME of what you learned. (Sorry, it will be impossible to implement everything day one!)
And I will answer every question you have about that material when you email me at my personal "top level clients email address".... the following week. Better than good??!!!!!
(Thanks. This is another one of those things I always wanted someone else to do for me!)
Bally's/Paris Hotel in Las VegasFebruary 16-19, 2006One Time Only in 2006! Tuition low as $1797Want Monthly Installments? OK.
See Registration PageBoot Camp Registration
Early bird registration discounts apply. Register early for deep discounts, special bonuses and a spot at lunch Friday with Kevin Hogan!!!
Your Schedule:Thursday, February 16 - 8:45am - 5:00pmFriday, February 17 - 8:45am - 5:00pmSaturday, February 18 - 8:45am - 5:00pmSunday, February 19 - 8:45am - 1:00pm *(plus 3 bonus Boot Camp hours on DVD!)
To register: Influence Las Vegas Registration
Or call: 612-616-0732
Reserve Your Spot Today!
Influence: Boot Camp - Las Vegas in February!
The latest in persuasion.
The best in skyrocketing sales with NOW influence.
Boot Camp shows you how to bring in revenue fast.
The ultimate opportunity for anyone wanting to bring in more revenue, close a much higher percentage of sales, and put you in charge of any situation you find yourself in.
And nothing...is more exciting than Influence: Boot Camp...Las Vegas Style.
The luxurious Bally's/Paris is home to Influence: Boot Camp 2006. The most enticing venue ever!
Before getting to what we're going to DO at Influence: Boot Camp, I want to tell you a bit about the resort and what you will experience. Bally's/Paris is a two hotel resort that appears to be two separate hotels on the outside...and to some extent that is correct. They are connected in the middle of the resorts by a passage of beautiful shops with all kinds of cool things to bring your loved one's who didn't make the trip. People who stay at Bally's "or" Paris have a unique opportunity to experience the best of everything, and these two resorts DO have everything.
Each hotel boasts wonderful inexpensive cafe's and elegant dining. The Jubilee! is one of the best shows in Vegas. I saw it 20 years ago and I saw it last year. Incredible singers, amazing sets, the most beautiful dancers. It's a treat that all must consider when staying here!
Whether you choose to have a room mate (Bally's has the biggest standard rooms in Las Vegas) during your stay, enjoy a suite or stay at one of the nearby non-resort (very nice and less expensive!) hotels, this is the ultimate experience. (And if you would like a roommate, let us know when you register. We'll probably be able to work it out!)
But today I want to highlight just a few of the modules we're going to go master during each of the days. Please remember that almost everything you do here will be new. The "greatest hits" will be part of the set list but the focus is on new, what's proven to work best and the FOCUS is on YOU.
To Whet Your Appetite:
Decoding Body Language in Selling- What the woman sees and feels... Most work out there about body language and using body language to persuade women is written by men. At Influence Boot Camp, our special mystery guest speaker will detail just how to interpret a woman's body language, from context to context...and then...know how to respond. Because of the unique perspective of this material, you will be the only people to acquire this information until the release of Boot Camp on video later in 2006.
Building The Perception of Authority...for Greater Sales - Influencing with authority is one thing. Anyone can do that. Influencing without authority is quite another. Influencing those who don't have to listen to you...don't have to pay attention to you...don't have to respect you...or even consider your opinion...that's what you're going to find out about here. Exciting, innovative and once again you are first to get this!
Understanding and Using The Context...Secret Techniques you've never taught before for promoting and selling your products and services..... Just how does the space around you influence each person in the setting? The context? When in an unfavorable setting, like the lunch room of a Pepsi plant, how do you quickly make minor changes to manipulate the setting and create a favorable outcome? More incredible? What if you can't change the location or setting in any way? You're going to discover how to create the perception of a different setting. This amazing material is new and has not appeared anywhere prior to this Boot Camp! Bonus: You're going to find out just what locations and settings are most likely to cause the other person to say, "yes..." for virtually every context.
Priming for Increased Revenue - What's a popular soft drink? Exactly, Pepsi. You were primed in the "environment" section of this promotional piece. Almost 94% of people will respond Pepsi. That prime is priceless in all communication and I'm going to show you how to covertly prime outcomes in any context or setting. This incredible information has NEVER been released by anyone, anywhere. Knowing what priming is, is one thing, making it profitable and effective is far more important than simple knowledge.
That's a foretaste. Want to know a few of the other modules that are coming?
Proven methods of making influence drive up your sales.
Flagging...How the price *you* say becomes the right price.
Choice. Causing the "right choice."
Making Attraction Work Now!
Influencing those who reject you or have rejected you.
Pricing that works. The answer everyone wants to know for any product or service.
Real Hypnotic Language, Covert Hypnosis, Linkages, Phrasing
Captivating Copy: Learning How to WRITE copy...for maximum profit.
Getting onto Their Landscape
Central and Peripheral Persuasion
Advanced Techniques of Covert Story Telling
Revenge, Justice and Punishment Each module contains fresh applications and up to date research that is changing the face of persuasion and influence.
Four Days to Evolve Into a Master Persuader!
Entrepreneur? Salesperson? Professional Person? Therapist? Trainer? Manager?
Influence: Boot Camp is going to teach you the most advanced techniques of influence and persuasion. You are going to learn to utilize the techniques and strategies of gaining compliance to change the perception and behavior of others in a completely unconscious way.
Let's quickly highlight a few things that you are going to learn:
11 NEW specific non-verbal communication techniques for opening and closing.
How to stand and sit with people so they like you and believe your message.
The latest in how genes influence people's behavior and what to do about it!
The process of covert conditioning.
The 22 words that change people's minds verbally and in print MOST.
Discover WHICH of the 16 core desires is running the brain of every person you meet.
How to utilize distraction and confusion when necessary.
How suggestion can change visual recall and increase sales.
Not one but TWO complete models for gaining compliance FAST!
Make minor adjustments in your physical appearance to turn "No," to Yes!"
How to tell a story so that the story delivers the message you want sent! You are going to learn and be able to walk away with everything you've ever wanted to know about persuasion techniques, gaining compliance, making the sale, getting the date, and generating the answer "Yes!" out of the mouths of everyone you meet.
You already know my book, The Psychology of Persuasion, is the number two best selling book about persuasion of ALL TIME. (Be patient...the other guy had a 13 year head start...) Now I'm taking you on a fun and exciting four-day event that will give you absolute certainty and confidence in every situation you meet up with.
The material in this boot camp is fresh, exciting, effective and NEW! If you've been in the training room with me, you haven't heard this material. This is the first time almost all of it has ever been offered to you!
Influence: Boot Camp is $1,995, but if you pre-register, BEFORE NOVEMBER 18, you can attend for only $1,797. And you don't have to pay it all today! See the registration form
for details on how.
There are no comps, passes or further discounted admissions.
I don't like hype. I'm intentionally toning this promotional piece down because I am so excited about this event! I want to remind you of a couple of things, then move directly to what makes the Influence: Boot Camp "live" event special and how it can benefit you.
Yes, I’ll talk for five minutes about pacing and leading, 10 about reciprocity and expectancy, maybe 15 minutes about building rapport. Yes, there are advances in the "basics" as well as more advanced technqiues.
But there isn’t much time for reviewing the “old stuff.” Instead, you are going to learn, the Delta Sales Model, discover the incredible power of anticipated regret, the presentation order of information for optimum compliance, the alpha and omega strategies and material that no one out there is teaching because they simply don’t know about it.
You can attend this special four-day event with me in Las Vegas. It's literally going to change your life in ways you can only imagine.
You are going to walk out of there with a sense of personal mastery.
Your salespeople will always know what to do "next."
You will be able to hear "yes" almost any time you choose to.
You will build your business, increase your sales, learn to motivate yourself and others and gain compliance in virtually every situation in life. As always the room will be fast-paced, dynamic and fun. As always, you will walk away with more tools than any tool belt can hold. This information download gives you some of the most amazing new strategies and techniques you will ever learn in the field of influence.
You could be the head of marketing at 3M or an entrepreneur. You might want to dramatically increase your sales. Here: You want to get them to say. This is YOUR 4 days!
No hyperbole: 20-30% is most likely...and maybe a lot more as we've experienced with some financial sales products and real estate people in the past.... or simply get everyone you meet to say "yes" to you. No matter who you are or what your motivation for participating in this event, I guarantee, you will be thrilled with everything you get.
When you read the next "learn list" below, realize that no one aside from me has ever taught this information to you. You've probably seen similar lists from people who teach old school persuasion or influence. Forget it. This is 2006. This is new. This is thoroughly researched and no one has it for you except for me.
Here is just a little more of what you are going to learn:
How to utilize metaphor to link into people's brains and change their mind maps.
The complete Covert Model and how to apply it. (No one has ever taught this before!)
Alpha, Omega and Delta Strategies in influence.
Applications for anticipated regret that reduce resistance and reactance.
What the balance between pain and reward needs to be in every situation.
How to reach the part of them that makes decisions, but doesn't talk, ever.
How to weigh their conscious vs. unconscious responses to gain compliance.
How to know exactly when to ASK for the answer you need.
Discovering the Dominant Value
Use Strategic Framing NON-NLP style.
Master the First 30 Seconds
Utilize their Brain's Perception and Projection to Change their Mind! The workshop comes with a complete 300 page copyright protected official Influence: Boot Camp Master Guide that is the most user friendly manual for persuasion and influence you will ever possess. You can actually USE this formula based manual forever. Use it to prepare for every client, every date, every important meeting and communication you ever have.
Special Bonus #1: This event will be taped and the tapes will not be sold to the public for less than $1595 in 2006 or 2007. You will receive a free copy of the set so you can visit and revisit EVERYTHING you learned during the event! You don't have to rely on your memory to remember anything. It will all be on tape for you to listen to over and over again!
Special Bonus #2: Upon completion of this event you will receive a Train-the-Trainer Specialty Certification as well as a Certificate for Sales Mastery.
Special Bonus #3: You will receive two coded certificates for 50% off your choice of programs in the store that you can use any time in 2006...!!! (one coupon per item, not to be combined with any other offer.)
BEST BONUS #! Two free hours of coaching and consulting with Kevin Hogan about whatever YOU choose! Value $1000 and often much more. This is one bonus that will be the key that opens many new and profitable doors!
No comps will be given to this event. None.
Guarantee: If for any reason you are not satisfied by lunch on Thursday, turn in your official Influence: Boot Camp Master Guide and Bonus Materials for a full refund (less registration and hotel fees).
Notice: All participants will sign a one year non-disclosure form that prohibits anyone from training any individual or group with this information outside of your own company. This information is for your personal use ONLY.
Pre-register and your tuition is $1,797. (See registration form for details.) Remember your room has already been reserved for Thursday, Friday and Saturday!Boot Camp Registration
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