Click here to sign up

habituate
—and ultimately tune out.
To that end, I am constantly using my tonality and body language to insure
against that. You see, tuning out does not happen randomly; it’s based on a
conscious equation the prospect is running as to whether or not you’re a person
worth listening to. Prospects ask themselves: Can this person help me achieve my
goals? Can this person help me get what I want in life? Can this person help me
resolve the pain I have?
If the answer to those questions is 
no,
then they tune out; if the answer is yes,
they listen. It’s as simple as that.
That’s why it’s so absolutely crucial, right out of the 
gate
, to come off as being
sharp as a tack, enthusiastic as hell, and an expert in your field. If you 
do
, then not
only will you keep your prospect hanging on your every word, but they’ll also let
you take control of the sale and begin the process of moving them down the
Straight Line.
Now, in terms of how to start using this in the real world, you’ll find that with
just a little bit of practice, you’ll be applying the right tonality and body language
unconsciously
—meaning, 
automatically—
whenever you find yourself in a situation of
influence. But, until then, you need to be extra vigilant about 
consciously
applying
the right tonality and body language to every word and every turn of phrase. This
will ensure that your prospect stays firmly in your magnetic zone and doesn’t tune
out.
Before we move on to the next chapter, I want to go through some key nuances
regarding the relationship between the 
conscious
mind and the 
unconscious
mind—
specifically, how they work hand in hand with one another to guide all your
https://www.8freebooks.net

---

prospect’s decisions, 
especially
during those crucial opening seconds, when your
ability to bypass their conscious mind and speak directly to their unconscious mind
will dictate whether you succeed or fail at taking control of the sale, and then again
at the end of the sale, when your ability to speak to both minds at once will allow
you to push past the action threshold of even the toughest prospects and achieve the
highest level of Straight Line competency, which means that you can close anyone
who’s closable.
So, that being said, let me start by dispelling one of the greatest myths regarding
the relationship between the two minds, which is: that the 
conscious
mind is the
more powerful of the two.
Nothing could be further from the truth.
Some 200 million times more powerful than its 
conscious
counterpart, your
unconscious
mind, with its blazing speed and near infinite storage capacity, is what
keeps you alive as you move through the world. Working 
around
the clock, it
controls your entire autonomic nervous system—regulating your heartbeat, your
blood pressure, your respiration, your digestion, your hormone secretions, and every
other system in your body that seems to hum along effortlessly without you having
to think about it.
Broadly speaking, the primary goal of your unconscious mind is to keep things
the same, or, in scientific terms, maintain a state of homeostasis. Your weight, your
body temperature, your blood sugar level, the amount of oxygen in your blood, the
amount of light hitting your retinas; each of these things and countless others like
them are constantly being adjusted to maintain a certain set point that a million
years of evolution has deemed to be optimal.
Conversely, your conscious mind is literally