Now let's talk about the bonuses. The first one I would like to share here is how you can use negative states. So, just to be clear, I'm giving you this technique here, that is really powerful. And you should only use it if you genuinely know that you can help the person. I don't want you to activate this negative state and then say, Oh, sorry, there is nothing I can do for you. Okay, just really I wanted to be clear here.

So me most people are motivated to do something when they are in a painful state. If everything is okay, people are not really motivated to change. But if they experience something that is painful, they become instantly motivated to take action. So you can use negative states to motivate people to take action. You first find the negative state, you amplified, and then you offer them your product and service that can alleviate the pain. It's genius, isn't it?

So you will first preach supposed to Problem state, how, how angry, unhappy, frustrated, are you about blah, blah, blah, then you will amplify it, you will show the client how it's going to get worse if they don't change. And then you release with the answer. You show them that you have a solution to solve the problem. And then the action, you guide them in solving the problem, and you offer your product and your service. So let me show you an example on the next slide. So a customer wants to release back pain.

You presuppose the problem state, how do you feel when you experience back pain? And can see that the person will enter a pain state? And then you have to try? And then you see, usually back pain doesn't get better unless you do something about it. Do you see yourself waking up everyday with back pain? You try to amplify the pain and then you release and you give the answer and say we have this product that can help you stop back pain.

And then the action and this is how it works and then you explain And that's the process. It can be applied to any industry and it works like a charm. Sometimes you don't need to amplify too much, especially if it's something that is really painful. Just by talking about it, they will experience pain and then you offer them a solution.