Connor Widmaier
August 24th, 2023
East Northport, New York
Today I’m going to teach you how to manipulate your emotional state so that you can close more deals.
Last time we spoke, I was in a deep sales rut.
But right after, I closed 70k+ in one week, doubled my close rate and helped a dozen people change their lives with our product.
Today, I’ll reveal how.
So whenever you need to be locked in for an important event such as a:
Job interview
Presentation
Sales call
You can use this 60 second routine to manipulate your emotional state, and prime yourself for success.
Disclaimer: I've only tried this routine for one week. But the results have been so explosive that I feel compelled to share it with you immediately.
Before this can make sense, I need to teach you something about sales.
Sales is an emotional game.
To sell well, you need to master two key emotions.
Certainty
Detachment
The Power of Certainty
People buy when they feel certain that your offer will solve their problem.
When they are absolutely sure that you can take them from where they are to where they want to be. From painful point A to desirable point B.
That's not my words. Certainty is exactly what Jordan Belfort teaches in his Straight Line System. Far less controversial, Tony Robbins and Cole Gordon, have echoed similar sentiments.
Just imagine for a second... Think of your wildest dreams, your top life goal.
If you were 100% certain an offer was the path of least resistance to where you want to go, would you take it?
Of course, anyone would.
So triggering certainty in your prospect is key.
But before your can transfer certainty, you must embody it yourself!
Now, obviously the easiest way to guarantee this is to ACTUALLY SELL SOMETHING YOU BELIEVE IN (which ironically is Alex Hormozi's #1 sales tip).
But sometimes, you have slow days.
You wake up on the wrong side of the bed. You get stuck in soul crushing traffic. You get food poisoning.
This routine I’m about to share with you guarantees certainty even on your worst days.
Now, certainty does not mean fake, ra-ra, hyped up, certainty.
It means an underlying sense of resolve. That what you sell is the best in the world. That you 100% believe in what you're selling.
It's not: I'm lucky if I close this person.
It's: This person is lucky if I close them.
We'll talk about how to trigger certainty in yourself, on demand, when ever you need, but first, let's cover the second emotion: Detachment.
The Power of Detachment
Attachment is unattractive.
If you give off "attached" vibes on a call, like you need the sale, you'll trigger resistance. Resistance will lead to less sales, less sales, more anxiety, more anxiety more attachment. It's a brutal negative cycle.
You may have felt something similar in dating.
The less dates you need, the more dates you get. The more dates you need, the more they evade you. And the person who needs the relationship more, abdicates power to the person who needs it less.
So it's essential that you relax and remember:
It's not: I'm lucky if I close this person.
It’s: This person is lucky if I close them.
Another helpful reframe I've found is inputs > outputs.
It's not: Hell yeah, I closed that person.
It's: Hell yeah, I served that person at the highest level (whether they close or not).
But enough of the mindset talk, to the routine:
The 60 Second Pre Call Routine
We'll start with detachment.
Beyond daily meditation, what I've found to be most helpful is an exercise called box breathing.
In my variation:
You breathe in deep for 8 heart beats.
Hold your breath at the top for 8 heart beats.
You breathe out for 8 heart beats.
Hold your breath at the bottom for 8 heart beats.
Repeat for 3-6 reps.
I prefer counting heart beats over seconds because it triggers a deeper sense of presence and body awareness. You'll also witness your heart rate speeding up as you start and slowing down as you gain control over your nervous system.
When you get this right, you may even experience the sensation of waking up from a deep nights sleep by the end.
Why this works
My hypothesis for why this works so well is you're literally detaching from your bodies urge to gasp for air— kinda like a mental cold shower.
You are showing your monkey mind how much control you have over yourself and the situation. It's like taming the animal side of yourself for just one minute.
Clean slate, ready to attack reality with a clear mind.
With detachment covered, we can move onto certainty:
This is the closest thing to a real life cheat code I've ever discovered.
I learned it from Jordan Belfort's Way of the Wolf and out of shear desperation, I finally tried it last week.
Once you get over the weirdness of it, you'll never look back.
(Again all this assumes you’re selling something you truly believe in.)
Back in your childhood kitchen
Circling back for a second, just imagine you're a child in your childhood kitchen. Mom’s in the kitchen. The oven’s on. Cookies are baking at 350 Fahrenheit. The aroma starts to fill the room.
You take a deep breath in.
How do you feel?
Can you remember that smell and the emotions it brings?
Or think about your first romantic partner. Their perfume or cologne. You can picture it now, can't you?
A flood of (good or bad) memories seep in, no?
The Cheat Code: Olfactory Anchors
Now I'm no doctor, but I'm dead certain that smell is the most potent way to trigger memories and emotion.
And if your goal is to trigger positive emotions of certainty in yourself, you need to associate it with a novel, available smell so you can evoke on demand it any time you need.
Jordan calls it "setting an Olfactory Anchor."
After you've set the anchor, one whiff and you're golden.
You're locked in, as if you just closed the biggest deal of your life.
Here's how to set your anchor:
The next time you close a deal, with that rush of cash collected flowing through your veins, introduce your novel anchor to your nasal cavity.
A good anchor is
Novel
Potent
Non discrete
Back in the day, I can imagine some salesmen sniffed c*caine. But I have no desire to become dependent on a chemical substance or break the law.
So I took Jordan’s advice and ordered Boom Boom nasal sticks:
It's kinda like nasal strips in a stick. If you read the ingredients it seems harmless and also opens up your airways fairly well.
For good measure, you'll wanna set it twice:
Close a deal: open your new boom boom stick, sniff, close it.
Close your next deal: Repeat.
Bang. Anchor set.
Now, before your next sales call, or presentation, you finish off your box breaths with one whiff of Boom Boom and you're completely locked in.
0 → 1, ready to rock.
Don't knock it til you try it.
Conclusion:
Most people are slaves to their nervous system.
They get jerked around by their emotions unconsciously. But this 60 second routine can help you instantly tap into the two most important emotions for success in sales, influence and communication.
I'll leave you with Uncle Ben's quote:
With great power comes great responsibility.
Have fun.
Excellent delivery on a subject that spans your state of mind to succeed!