And if someone will try to answer this question, he will influence himself. Certain structures for questions that create this effect, for example, I’ll simply give you the structure.
Power Questions
There is a structure and a very, very powerful one is asking how we’ll do what I want to help you get your values. This question can be asked on almost [Inaudible 01:12] everything? How will buying the course I’m selling help you get more money? And if someone will try to answer this question he will influence himself. Every single answer to this question will be a statement, will be a reason to do what I asked him to do, do what I thought to do.
How will taking down the trash help you feel more important around the house? How will taking responsibility over the dog help you be more happy, be more calm? How will taking responsibility over the dog will make your life less stressful? It’s a quest. Now some of you want to go get a dog. Don’t buy it. Don’t buy one, adopt one. Because if I want to answer this question, how will getting a dog help me be more happy, have less stress in my life? I have to come up with reasons. Well, maybe if I take him out for a walk it will force me to spend some time with myself. [Inaudible 03:16]
Maybe this is someone who actually has a major value of improving his relationships. So maybe I can ask him or her, how will getting a dog will help you improve your relationships? And this person might tell me, maybe I’ll talk on the phone while I’m walking with them. Maybe I’ll get to know new people who will see every single day. Maybe I’ll be able to schedule dog walking meetings with my friends so I can see them more. Everyone will have his own reasons but authority will be himself. If I’m telling you that while you’re walking with your dog you can call your friends. And it sounds weird. But if you’re telling yourself that while walking with your dog you’ll be able to call your friends. It’s true.
On my team, we’re talking about courses and usually one of the issues is people want to learn but they don’t want to have the long way, the long drive, long train like journey here might take one hour or something 15 minutes. And if the salesperson tells them, what’s the problem? You can use it like you can sit in the train and listen to the courses and like practicing while you’re going. Most people will resist it. They’ll say yeah but, yeah right but… But if they’ll ask them, how can you use the time in the train to be even more productive or to get even more out of this course, to get truly connected to…, whatever he wants, maybe he wants to improve his relationship. Maybe he wants to get more money. Maybe you want to be more relaxed. So every single person will have a different answer. This way you’re making the other person influence himself.
Once again, everything we’ve learned today is built on top of each other. For example, if the person is in a crappy state and I’ll ask him, “Okay, all we doing this, will help you do that.” You’ll say, “It won’t.” But if you’re making sure that you’re actually putting the other person in a positive state, in an open minded state, in a state of caring then it’s very easy. If you look into the person directly to his eyes like sincerely and ask these questions, sincerely. Then it’s a very powerful one.
