This document outlines a 5-step process for acquiring more clients by helping prospects feel out of control and ready to change. The steps are: 1) Establish the current situation (white step) to lower tension; 2) Discuss the ideal situation (green step) to raise tension; 3) Identify obstacles (black step) raising tension further; 4) Evoke emotions (red step) about obstacles near the threshold of activation; 5) Present and confirm the solution (yellow step) lowers tension by regaining control for the prospect. The key is managing tension levels throughout to shorten the decision process by moving prospects through different stages until they are ready to act on the solution presented.

1. 5 Steps to Acquiring More Clients, Money and Influence Rayandra Slonina

2. ???

3. You Will… Recognize the one ingredient that motivates a prospect to act Understand how to shorten your prospect’s decision-making process Discover a way to secure more revenue, clients and influence

4. Are humans, by nature, resistant to change?

5. “A long habit of not thinking a thing wrong, gives it the superficial appearance of being right….” Thomas Paine (1737-1809)

6. Why Change? We ask ourselves these questions, in this order: Am I Safe? Am I Secure? Am I Happy? Am I Healthy? If not, we implement a change We evaluate the situation We operate a continuous feedback loop

7. What changes do you help your clients make? What results do your clients want from these changes?

8. At the heart of it, what does anyone want as a result of making a change?

9. Why Change? People move in the direction of greater… People will change to gain or maintain… People will not change if they are already in… People want/buy what gives them… CONTROL!

10. Control Control is the ability to regulate , direct or influence the outcome of a process or event People are not resistant to change, they are resistant to losing control The more out of control a client feels, the more valuable our solution becomes The only thing we sell (or buy) is control

11. Why Change (Buy)? The ultimate thing that we sell is (greater) control A client will not buy if she feels in control A client will buy if she feels out of control The more out of control a person feels, the more valuable a solution becomes.

12. Creating the Conditions for Change In order for someone to change (buy), they must feel out of control People feel more or less tension, depending on how in or out of control they feel Tension is the physical, intellectual and emotional activity that a person is experiencing at any given moment in time People pay attention to where they find their tension

13. Threshold of Activation The level of tension at which we take immediate, definitive action. Productivity Tension

14. Creating the Conditions for Change At any given time, we are managing the tension level of our prospect Different stages of a successful sales conversation require different levels of tension The prospect’s decision-making process is condensed if we follow 5 steps Integrity and Trust

15. Creating Conditions for Change Five Step Model Current Situation (White) Ideal Situation (Green) Obstacles (Black) Emotions (Red) Yellow (Solution) White, green, black, red…in this order or you’re dead!

16. White Step Questions Current reality of the situation Questions to seek factual information Quantifiable information Manages tension downward Productivity Tension

17. Green Step Questions Desired state Seek positive and compelling goals Logical and emotional Manages tension upward Productivity Tension

18. BlackStep Questions Obstacles hindering achieving the desired state Objective and subjective challenges Logical and emotional Manages tension upwards to the Threshold of Activation Threshold of Activation Productivity Tension

19. RedStep Questions Utilized prudently Awakens hunches and predictions Emotional Are asked in relation to the obstacles, not the goals Threshold of Activation Productivity Tension

20. YellowStep Questions Used after solution is presented, during the summary Client verbalizes the solution to see the value it provides Confronts the obstacles and addresses the stated goals Productivity Tension

21. 5 Steps to Acquiring More Clients, Money and Influence Rayandra Slonina