The Most Powerful Phrase in Selling, Communication and Influence
We all do it. Scrolling Instagram, listening to a news program, hearing a sales pitch, picking out a podcast to listen to. We’re asking ourselves one thing.
“It’s a basic human question, it’s not designed to be arrogant or anything. But we want to know, what does any of this stuff mean to ME?”
When you hear someone answer this question, their message feels complete. Without it, anyone is just a talking head. René breaks down the science behind this powerful phrase and the concept of the “tie down” that it leads to so naturally. Until you’ve tied down your message, you haven’t provided value. Whether you’re a sales exec, CEO, coach, pastor or just a parent hoping to get your teen to hear something once in a while, this episode is for you!
Show Resources:
01:25 - “What that means to you is…”
01:51 - How René learned this power phrase
05:40 - How does this phrase fit into the “tie down”?
06:50 - You have to show the value to THEM, because THEY won’t find it themselves
07:25 - What it means to one person is not the same as it means to the next person
07:45 - Tyler and Alyssa Lorenzen’s list of 20 tie down phrases
10:22 - You’re CUEING the brain that value is about to be delivered
11:11 - “Conceptually Selling” by Heiman and Miller - People Buy for their own reasons, not yours.
11:50 - Sometimes “what it means” is values alignment
12:25 - We are only valuable to people if we are helping them create value
13:40 - Features/Benefit conversations
15:50 - The AMPLIFII™ Opening event is a dinner because incorporating multiple senses has power
16:35 - René’s Blackberry Holster
18:20 - Influence doesn’t happen until you tie it down
20:15 - The Ramble Dance
22:00 - What matters most? Client Value
Twenty other tie down phrases:
I share this story with you because
Why this matters to you is
I believe this matters to you because
The point of all this is
This is relevant to you because
The reason I share this with you is
Well, my point is
I bring this to your attention because
I invite you to consider the following
This is applicable in your situation because
Well, what’s in it for you is
The reason you should care is
This is pertinent information because
The value to you is
This relates to you because
The reason this is cool is
This is significant because
This directly correlates to you because
This is very fitting because
This story is appropriate because
