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Mastering Influence
MASTERING INFLUENCE: A 10-Day System for Strengthening Your Emotional Impact and Increasing Your Sales, integrates proven psychological tools with revenue strategies that will help you better understand, influence and persuade others to ultimately achieve your most ambitious goals and objectives. Tony Robbins, who has been paid more than $1 Million for his personal coaching by international leaders and the world's top power brokers, uses the strategies of Mastering Influence in his own business. So no matter how much you have already achieved, Mastering Influence will help you get even more out of your business and your life.
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About the author
Anthony Robbins
392 books4,879 followersFor more than 30 years Tony Robbins' passion has been helping people BREAK THROUGH and take their lives to another level -- no matter how successful they already are -- in the areas that matter most: their business, personal finance, intimate relationships, families, careers and health.
Tony Robbins has helped more than 50 million people from more than 100 countries transform their lives and their businesses through his books, audio programs, health products, live events and personal coaching. He's been fortunate enough to work with everyone from presidents of countries to some of the true legends of entertainment, sports and the business world. But his work is not limited to Fortune 500 CEOs and athletes. He has a special passion for small-business owners, parents and students.
Being the Chairman of seven privately held companies and five holding companies in diverse industries keeps him busy. Many of his companies have become brands that are leaders in their category - from the award winning Namale Resort & Spa in the Fiji Islands, to Twinlab and Metabolife in the sports nutrition field, to the Anthony Robbins brand in personal and professional improvement.
Most of Tony's core strategies for creating breakthroughs have come from his work with some of the biggest names in the business world: He's had the privilege of modeling and distilling the strategies of leaders in some of the fastest-growing companies in the world. He's used these distinctions to help optimize and grow enterprises to new and more profitable levels.
One of the things Tony is most proud of is his humanitarian work through the non-profit Anthony Robbins Foundation. He's always believed that if we're blessed enough to have insight and economic opportunities, then we're also blessed enough to be able to give back. To those who much has been given, much is expected. Tony Robbins is extremely blessed to be able to feed more than two million people in 56 countries every year through his International Basket Brigade.
Tony Robbins has helped more than 50 million people from more than 100 countries transform their lives and their businesses through his books, audio programs, health products, live events and personal coaching. He's been fortunate enough to work with everyone from presidents of countries to some of the true legends of entertainment, sports and the business world. But his work is not limited to Fortune 500 CEOs and athletes. He has a special passion for small-business owners, parents and students.
Being the Chairman of seven privately held companies and five holding companies in diverse industries keeps him busy. Many of his companies have become brands that are leaders in their category - from the award winning Namale Resort & Spa in the Fiji Islands, to Twinlab and Metabolife in the sports nutrition field, to the Anthony Robbins brand in personal and professional improvement.
Most of Tony's core strategies for creating breakthroughs have come from his work with some of the biggest names in the business world: He's had the privilege of modeling and distilling the strategies of leaders in some of the fastest-growing companies in the world. He's used these distinctions to help optimize and grow enterprises to new and more profitable levels.
One of the things Tony is most proud of is his humanitarian work through the non-profit Anthony Robbins Foundation. He's always believed that if we're blessed enough to have insight and economic opportunities, then we're also blessed enough to be able to give back. To those who much has been given, much is expected. Tony Robbins is extremely blessed to be able to feed more than two million people in 56 countries every year through his International Basket Brigade.
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Displaying 1 - 7 of 7 reviews
November 30, 2021
Must take this course. Top takeaways:
Day 1:
Needs.
Play full out. When he talks, yell out the answer. If he says do 5 reps, do 10.
80% of everything in life is tied to a strong enough why and only 20% is how.
Selling is a transference of emotion and the number one thing top sales people have is there able to control their own emotional state.
Identify the pain point and what the prospect needs and agitated in that to finally show how you can provide the solution.
Turn objections in the questions as you can't answer an objection but you can a question.
Stretch yourself by doing what you think you can't make a must.
Most of my success in life has come from when I think I can't do this then bam I take action and do it.
Consequences, both positive and negative are what Drive human behavior.
Whoever remains most flexible is the one who wins. Being able to respond to any situation is what makes a great salesman.
Success stems from the power of your why. You must write down a why so powerful it will overcome any obstacle.
DAY 2:
ERBN : EMotional reasons to buy now. Your goal is to find out which emotions to trigger.
DRAB: Dominant reasons to avoid buying. Your goal is to take them from drab to erbn.
LRBN: Logical reasons to buy now.
People buy off of emotional reasons and justify it with logical ones.
Learn to stir up emotions by asking questions. Example what is the most screwed-up thing in your life right now that is creating the most pain?
Or ask what is the one thing that is creating most passion in your life or what's really going well?
You can influence a person's state by the questions you ask.
People must feel you care and understand them.
Questions also build influence as you can find out their beliefs.
Congruence is important as well as how to manage your own state.
DAY 3/4:
Success and Failure.
You must have compelling enough reasons that pull you to take action.
Create a power move to get you in state so no matter how you feel you can command amazing results.
Control what you focus on and how you focus on it. These are your internal representations and miss create your reality.
Use the 80/20 rule what states 80% of the time your client should be talking and 20% of the time you should be asking questions and talking.
Ask what are you most happy about right now, why and how does that make you feel?
YOU ALWAYS WANT TO KNOW WHY THEY FEEL THAT EAY AND HOW THEY DO IT!
Before sales call do your ritual of questions, then do a dozen swish patterns. Then a power move. This is how you condition State Management.
HOW TO FAIL:
MAKE SURE YOU HAVE LIMP REASONS TO SUCCEED. NO DRIVE.
ENSURE YOUR LIMITING BELIEFS KEEP AHOLD OF YOU.
DON'T LEARN HOW TO MANAGE YOUR STATES!
MANAGE YOUR STATE EVERY DAY!
Have a sense of urgency and everything you do as what you do massively matters.
We judge others actions comparing them to our own belief system.
If they say they like their current vendor ask what they like about them. You use this because you know it is important to them. Then ask what are three things that they wished was done differently or that they're frustrated with. Then you begin agitating by asking what that has cost them.
Or ask for three or four things that could be improved upon.
Then say, yes I can imagine all the consequences that come from that not happening. This helped stir the pain.
What will the cost be if that's not fixed?
A habit of complete always take action now.
DAY 5:
How to connect.
If a person says I don't know respond with I know but if you did what would you think?
Learn to not just meet potential prospects or clients, learn to make deep and meaningful friendships.
You want to justify compliments. When you compliment someone you want to let them know through example.
Then ask them how they do that.
To build rapport you ask questions in order to find a common interest to connect with.
Everything in life is a form of manipulation. The goal is to have a peer intention and become great at emotional manipulation.
Match and mirror their actions and tonality to get in rapport.
DAY 6:
You'll want to find out what their needs are, wants, and wounds.
Learn to use language they like and what patterns they have when it comes to buying.
MISSMATCHER: they will disagree with everything so the way to handle it just to say these are the typical results but doesn't work for everybody. Motivate people in their own language.
Ae they motivated towards or away from?
Do they seem to have an internal or an external frame of reference?
Are they possibility or necessity driven?
Do they match or mismatch?
Do they start with big picture or details?
Are they a process person or a completion person?
How do they get convinced auditory kinesthetic and how long does it take for them to get convinced?
Do they want to know all of the details or the big picture first?
Is it the future that draws them most or give some certainty or is it the past are they cost or convenience or it?
DAY 7:
You want to give them enough reasons to justify fine. The whole goal is for them to have conviction.
It is ultimately Pleasure and Pain that caused people to buy or not to buy.
TO SELL:
Give them a big fat claim, backed up with a reason why, so what that means to you, and what that really means is.
UNITS OF CONVICTION:
a CLAIM.
a fact to back up the CLAIM.
A BENEFIT.
a secondary benefit that hopefully EMOTIONALLY.
give him some EVIDENCE.
we get permission to ask some questions that By answering them what the customer saying to us is yes this is something I really need yes this is a reason why I should buy.
Build off of each feature on your product where they show you the value.
DAY 8:
Make the experience real. Like the car salesman that has the person Drive, the stockbroker that writes a check so once it hits the projected price of what the profit will be.
GIVE THE EXPERIENCE!
Point out their pain and how you can solve it.
Then point out what it is they want.
Then point out when you own this and your outcome is achieved, is that what you really want?
Then assume the sale.
Ask if all this could work out what would happen with your life?
if all we said was true, what can happen?
What would you want out of this?
What would be the most important thing for you to get out of this?
If we could really come in and help me turn this around, what would you get out of this?
What would you gain over the next five years? How would your company be better?
DAY 9:
Mastering Objections
If an ongoing objection is how expensive you are, then brag about it as a strength to show how you stand out
Ignore the 1st objection.
Hear them out if continues.
Feed it back nicely. Mirror.
Ask questions. I'm sure you have some reasons for saying that would you mind sharing them with me?
Make it their final objection by asking would say we were able to resolve this, would there be any other reasons why you wouldn't move forward?
Align with them and agree. Say many people say that as it's true. I appreciate, or respect, or agree and. Turn the objection into a question such as "the question is can you get much more value than what you thought? Or can you got what you really want?
And that brings up a question, if we can address the concern you have and still show how we can (c) is it worth doing. Isn't that the real question
Then answer the question you just asked. Ask them why they ask that question and then answer them and then answer them stating and that's the very reason why you should. THE TURN AROUND.
WHY TOM and ED: Turn Around, Outweigh, Minimize. Explain it. Deny it.
Tie down and test close.
Assume the sale. Congratulate them for the wise decision of investing.
Ex: I appreciate that you bring that up cuz I agree and I think another question is how can we (x)
DAY 10:
Make it easy to buy and create the future.
People must feel they need to buy now otherwise they won't.
Day 1:
Needs.
Play full out. When he talks, yell out the answer. If he says do 5 reps, do 10.
80% of everything in life is tied to a strong enough why and only 20% is how.
Selling is a transference of emotion and the number one thing top sales people have is there able to control their own emotional state.
Identify the pain point and what the prospect needs and agitated in that to finally show how you can provide the solution.
Turn objections in the questions as you can't answer an objection but you can a question.
Stretch yourself by doing what you think you can't make a must.
Most of my success in life has come from when I think I can't do this then bam I take action and do it.
Consequences, both positive and negative are what Drive human behavior.
Whoever remains most flexible is the one who wins. Being able to respond to any situation is what makes a great salesman.
Success stems from the power of your why. You must write down a why so powerful it will overcome any obstacle.
DAY 2:
ERBN : EMotional reasons to buy now. Your goal is to find out which emotions to trigger.
DRAB: Dominant reasons to avoid buying. Your goal is to take them from drab to erbn.
LRBN: Logical reasons to buy now.
People buy off of emotional reasons and justify it with logical ones.
Learn to stir up emotions by asking questions. Example what is the most screwed-up thing in your life right now that is creating the most pain?
Or ask what is the one thing that is creating most passion in your life or what's really going well?
You can influence a person's state by the questions you ask.
People must feel you care and understand them.
Questions also build influence as you can find out their beliefs.
Congruence is important as well as how to manage your own state.
DAY 3/4:
Success and Failure.
You must have compelling enough reasons that pull you to take action.
Create a power move to get you in state so no matter how you feel you can command amazing results.
Control what you focus on and how you focus on it. These are your internal representations and miss create your reality.
Use the 80/20 rule what states 80% of the time your client should be talking and 20% of the time you should be asking questions and talking.
Ask what are you most happy about right now, why and how does that make you feel?
YOU ALWAYS WANT TO KNOW WHY THEY FEEL THAT EAY AND HOW THEY DO IT!
Before sales call do your ritual of questions, then do a dozen swish patterns. Then a power move. This is how you condition State Management.
HOW TO FAIL:
MAKE SURE YOU HAVE LIMP REASONS TO SUCCEED. NO DRIVE.
ENSURE YOUR LIMITING BELIEFS KEEP AHOLD OF YOU.
DON'T LEARN HOW TO MANAGE YOUR STATES!
MANAGE YOUR STATE EVERY DAY!
Have a sense of urgency and everything you do as what you do massively matters.
We judge others actions comparing them to our own belief system.
If they say they like their current vendor ask what they like about them. You use this because you know it is important to them. Then ask what are three things that they wished was done differently or that they're frustrated with. Then you begin agitating by asking what that has cost them.
Or ask for three or four things that could be improved upon.
Then say, yes I can imagine all the consequences that come from that not happening. This helped stir the pain.
What will the cost be if that's not fixed?
A habit of complete always take action now.
DAY 5:
How to connect.
If a person says I don't know respond with I know but if you did what would you think?
Learn to not just meet potential prospects or clients, learn to make deep and meaningful friendships.
You want to justify compliments. When you compliment someone you want to let them know through example.
Then ask them how they do that.
To build rapport you ask questions in order to find a common interest to connect with.
Everything in life is a form of manipulation. The goal is to have a peer intention and become great at emotional manipulation.
Match and mirror their actions and tonality to get in rapport.
DAY 6:
You'll want to find out what their needs are, wants, and wounds.
Learn to use language they like and what patterns they have when it comes to buying.
MISSMATCHER: they will disagree with everything so the way to handle it just to say these are the typical results but doesn't work for everybody. Motivate people in their own language.
Ae they motivated towards or away from?
Do they seem to have an internal or an external frame of reference?
Are they possibility or necessity driven?
Do they match or mismatch?
Do they start with big picture or details?
Are they a process person or a completion person?
How do they get convinced auditory kinesthetic and how long does it take for them to get convinced?
Do they want to know all of the details or the big picture first?
Is it the future that draws them most or give some certainty or is it the past are they cost or convenience or it?
DAY 7:
You want to give them enough reasons to justify fine. The whole goal is for them to have conviction.
It is ultimately Pleasure and Pain that caused people to buy or not to buy.
TO SELL:
Give them a big fat claim, backed up with a reason why, so what that means to you, and what that really means is.
UNITS OF CONVICTION:
a CLAIM.
a fact to back up the CLAIM.
A BENEFIT.
a secondary benefit that hopefully EMOTIONALLY.
give him some EVIDENCE.
we get permission to ask some questions that By answering them what the customer saying to us is yes this is something I really need yes this is a reason why I should buy.
Build off of each feature on your product where they show you the value.
DAY 8:
Make the experience real. Like the car salesman that has the person Drive, the stockbroker that writes a check so once it hits the projected price of what the profit will be.
GIVE THE EXPERIENCE!
Point out their pain and how you can solve it.
Then point out what it is they want.
Then point out when you own this and your outcome is achieved, is that what you really want?
Then assume the sale.
Ask if all this could work out what would happen with your life?
if all we said was true, what can happen?
What would you want out of this?
What would be the most important thing for you to get out of this?
If we could really come in and help me turn this around, what would you get out of this?
What would you gain over the next five years? How would your company be better?
DAY 9:
Mastering Objections
If an ongoing objection is how expensive you are, then brag about it as a strength to show how you stand out
Ignore the 1st objection.
Hear them out if continues.
Feed it back nicely. Mirror.
Ask questions. I'm sure you have some reasons for saying that would you mind sharing them with me?
Make it their final objection by asking would say we were able to resolve this, would there be any other reasons why you wouldn't move forward?
Align with them and agree. Say many people say that as it's true. I appreciate, or respect, or agree and. Turn the objection into a question such as "the question is can you get much more value than what you thought? Or can you got what you really want?
And that brings up a question, if we can address the concern you have and still show how we can (c) is it worth doing. Isn't that the real question
Then answer the question you just asked. Ask them why they ask that question and then answer them and then answer them stating and that's the very reason why you should. THE TURN AROUND.
WHY TOM and ED: Turn Around, Outweigh, Minimize. Explain it. Deny it.
Tie down and test close.
Assume the sale. Congratulate them for the wise decision of investing.
Ex: I appreciate that you bring that up cuz I agree and I think another question is how can we (x)
DAY 10:
Make it easy to buy and create the future.
People must feel they need to buy now otherwise they won't.
September 25, 2018
Wow! I never really broke down influence, sales, and my ability to spark the change and others I want to make. This was a fabulous book that walked me through the steps of what works and what doesn't work. When I look back on my life and some of the challenges I've had influencing people, I wish I had work this program sooner.
April 5, 2019
Shall read it again! a Must!
December 1, 2019
If you are a tony Robbins fan, this will help drive a new level of awareness of your engagement with others
October 4, 2024
I am relistening this 3 times and yet so many good insights.
Especially how to deal with rejection and harmonically building fans for my service.
Especially how to deal with rejection and harmonically building fans for my service.
December 2, 2025
Whether you need to influence yourself or someone else, this is a highly informative and helpful course. For even better and faster results, combine it with thorough studying of Robbins' excellent book "Awaken the Giant Within".
July 21, 2016
Very useful, with many practical strategies to drive a negotiation toward your ends.
Displaying 1 - 7 of 7 reviews