Law of Time – Changing someone’s time perspective helps them to make different decisions. When people change their time perspective, they change how they feel about something and the decisions they make in regard to it.
Time is the subtle equalizer in life. No matter how rich or poor you are, time is the one commodity that is the same for everyone. Everyone has this moment of experience only. What happens in this moment is normally not a matter of conscious choice or thought.
Quite often when you walk into a client’s office or you contact them in some other way they will immediately equate you, at the unconscious level, with all of the other people they have ever met. In all probability they have more negative experiences than positive experiences with people.
Two things need to happen. You must distinguish yourself from all the other people they’ve known and you need to move their time filter from the past to the present or future. People have emotional responses that are attached to various stimuli. You are a stimulus. You trigger positive and negative experiences in all of your clients’ minds whether or not each client knows it. What’s more interesting is that this response isn’t necessarily linked to YOU! Most people see you as a SALESMAN and they have a negative emotional response to ALL people. Therefore, in most cases, you are a BAD SALESMAN when you walk in the door. You haven’t opened your mouth or asked any questions and you are already a BAD SALESMAN. Ready for more?
When you walk out the door your client is going to think differently of you but by the next time you talk with your client his brain will be back in BAD SALESMAN mode for two reasons. First, he will confront many other IDIOTS posing as people between now and then. Second, his past emotional memories are not going to be wiped away by a fun one hour meeting with you!
Therefore, you must become an expert at altering time. You MUST become a master of moving people through time so that they are not affected by their past programming and emotions. You must be able to get them to look at your product and service from a completely different perspective! And you can. Time plays a big role in people’s decision-making process. There are three fundamental ways that people experience time. Past, present and future.
Past: Some people live in the past or use the past as their guidepost for all decisions they will make in the present and future. These people are often cynical and depressed. They also make fewer bad decisions than other people. Their guard is up and they will make fewer errors because of this. They will also miss out on opportunities because of their experiences. You will need to remember this!
- I was ripped off once before doing this.
- I ate at a place like this once and it was terrible.
- I got conned the last time I bought a car.
- I never get a good deal.
- The stock market always goes down when I invest.
These are all common experiences for people who process all information through “filters” of the past.
Present: Some people live in the present moment. These people tend to have much less stress and tend to give little thought to the past or future. They tend to be lousy planners and seek instant gratification. Usually their credit cards are maxed out because they have sacrificed a future they cannot see for the pleasure of the moment. They think like this:
- I know it’s right when I feel it.
- I do what feels good.
- I just wanted to have fun.
- It looks fun so I’m going to do it.
- I never thought I’d get pregnant.
- Who’d have thought I’d lose all money?
Future: Some people filter most of their thoughts by the future. They tend to live in the future, delay instant gratification and have determined that the past, for better or worse, isn’t that relevant for them. People who live in the future are constantly planning, organizing, preparing and sacrificing. They sacrifice the moment for a brighter tomorrow. They think like this:
- I could buy a car now but that money is better off invested.
- I’ll wait for retirement.
- I could buy that now but I’d like to watch that money build up over time.
- I better not do that because I might get pregnant.
Once you know how a person generally filters their information you can have them look at different events in the past, present or future OR you can change their perspective from which they are looking.
You can change someone’s time perspective with some linguistic maneuvers that rival the martial arts.
To get your client out of the mistakes of the past, get him to see things from a future perspective.
Client: “Look what happened to the market this last year. It went to hell. Dropped by 50%. Why would I want to invest in your mutual funds?”
Salesperson: “You might not want to. But the next time the market doubles or triples wouldn’t you want just a little piece of that for your future?”
Client: “My experience is that I listen to a salesperson and I get ripped off.”
Salesperson: “When you go out 10 years into the future and look back, what do you do right to correct that?”
Client: “Last three times I bought a big yellow page ad I lost my butt.”
Salesperson: “Understand. If we can create an ad that will pull in the future will you be up for that?”
Client: “I tried hypnosis before and it doesn’t work.”
Salesperson: “So you had someone who didn’t know what they were doing. If you were to work with someone who was adept at his art that knew how to help you would you be willing to do that?”
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