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Persuasion Through Competition Lately I've been really dedicated to working out and recently I noticed something interesting at the gym. My gym is most definitely not a meat market. A very large percentage of the patrons are there because they care about their health and not for dating purposes or to see and be seen. However, on occasion, I've noticed that as I ride the stationary bicycle, someone will hop on to the one next to me and I pick up my pace a little. It's not a conscious decision, really, bu... Hopping Into Someone Else's Skin We've all heard the saying, you can't know a person until you've walked a mile in their shoes. This technique is a figurative expression of that saying. It is about how to gain rapport by putting ourselves inside the person we're trying to persuade. Harper Lee wrote in To Kill a Mockingbird, "You never really understand a person until you consider things from his point of view...until you climb into his skin and walk around in it." As we step into the skin of our prospects... Base Desires And Persuasion I spend a lot of time thinking about persuasion. Over the last year and a half I've spent a tremendous amount of time thinking of self-persuasion and self-mastery and as a result have noticed some phenomenal results in my life. The only way to make progress in the outside world is to make progress on your inside world. By asking the right questions you will naturally lock on to the right answers. I've been using this as my guide and have begun to ask myself the right qu... Creating Group Rapport Public speaking is hard. I remember starting out in this business, a business which necessitates a fair amount of public speaking, and before each big seminar I'd give, I would have huge anxiety for over a week prior to the event. My family would avoid me, even the dog knew not to interrupt me. Gearing up for events was chaotic and intense and only lead to a huge let down after the event (despite the event's success) because it was a huge release of energy. Slowly my comfo... Storytelling Persuasion 'Facts and figures are forgotten. Stories are retold.' -Jeffrey Gitomer If you're mathematically oriented then MAYBE you'll remember the charts and graphs someone shows you in a presentation. And sometimes charts and graphs are really necessary to get to the specifics, but the real power of persuasion in presentation is the story. Not long ago, I used to believe I wasn't very good at telling stories. It wasn't a shyness on my part or esteem issues, but I didn't really u... Your Prospect's Particulars: Persuasion Continuums I heard a joke recently that I thought was pretty funny. 'I have the idea that one person's dream is another person's nightmare. For example, it's my dream to sleep with Cindy Crawford. I'll bet you anything that would be her nightmare.' We're all different: some of us like to do crossword puzzles, others love math, some of us like to take tests or read maps, others enjoy cleaning. Our differences make us unique and our prospect's differences are what can make persuasion e... Contrary: Dealing With Polarity Responders What's a polarity responder? We've all had dealings with them. They are someone who no matter what the situation, statement or issue at hand, has to respond in opposition. 'It's a beautiful day.' Polarity responder: 'It's too hot. And there isn't enough shade. I'm not comfortable at all in this weather.' Ugh. This is the sort of response you will get to any and all comments or questions by a polarity responder. Polarity responders are easy to spot. Personally, I love... Powerful Persuasion -- Eliciting Peak Emotional States With Music I'm sure you've had this experience: you're driving down the road, listening to the radio, and suddenly you're transported back to a memory from ten, fifteen, twenty years ago. A song, maybe not even a great song, or a song you particularly liked very much back then comes on the radio. Maybe it reminds you of a time when you were in love, or when you were heartbroken, or when you were having the time of your life with friends. You drift back into your memories to that girl... The Downfalls Of But I really like you, but... I agree with you, but... Your hair looks great, but... How do these three examples strike you? Do you get the feeling that what's coming next might not be very agreeable? Learning to have a precision with language is one of the most important aspects of persuasion. The big 'but' is a negator which will cost you persuasive power. 'But' weakens your ability to persuade. This is across the board--in print, in conversations, in e-mail, in ... When Friendlies Attack I like the way Abraham Lincoln said it best, "Am I not destroying my enemies when I make friends of them?" I don't know how many of you, my readers, have actual enemies,arch nemeses, foes or adversaries as these descriptions seem somewhat extreme, but in business at the very least, sometimes rivalries happen. What is important to remember is that these rivalries need not define or impede us. Contrary to what we see in the movies, most people are really just looking for a f... Old Fashioned Sales: Features And Benefits If you've ever cooked noodles you know that you can determine if they are done by throwing the noodle against the wall to see if it sticks. If it does, then it's done. When I think of 'features and benefits', I think of someone throwing a whole pot of noodles against the wall to see what sticks. What is 'features and benefits'? Well, Dale Carnegie would say that by listing all of the features of your product and all the benefits that will come to you as a result of using t... A Return To Bondage (No! Not That Kind Of Bondage) "The average age of the world's greatest civilizations has been two hundred years. These nations have progressed through this sequence: From bondage to spiritual faith; from spiritual faith to great courage; from courage to liberty; from liberty to abundance; from abundance to selfishness; from selfishness to complacency; from complacency to apathy; from apathy to dependence; from dependency back again into bondage." --Sir Alex Fraser Tyler (1742-1813) Scottish jurist and his... Breath: Self Fulfilling Prophesy For Persuasion "Simply breathe - deeply and often, and whatever you do, don't stop breathing!" --Cheryl Lynne Rubbo In this exercise to strengthen rapport and enhance persuasion, you are going to learn to lead your wealthy clients and prospects with a simple word: breathe. This is something we all do to stay alive, and yet, in essence, you're going to take credit for this biological function for persuasion purposes. Pacing and leading with our clients and prospects is an understanding... Embedded Suggestions And Persuasion "Persuasion is often more effectual than force." -Aesop By the time you're done reading this article and you've taken on the task of learning how to embed suggestions the right way, you're going to feel really good. You're going to know how it works, where it works, when to use it, and when not to. Did you notice the embedded commands in that sentence? There are two: 'you're going to feel really good' and 'you're going to know'. This process bypasses your affluent pr... How To Stifle Your Prospect's Inner Critics Critical judgment. . . it's an obstacle for us as sales professionals and persuaders. Our main goal is shutting down the inner critics of the people we're selling our products or services to. This can be accomplished by getting them out of their lives and showing them what could be, something bigger and better. It's lucky for us, as sales professionals, that everybody, absolutely everybody we've ever talked to, has something amazing going on in their minds. We all have an ... Persuasion Through The Competitive Spirit My life has changed dramatically as a result of my commitment to exercise, and in particular, my routine at the gym. And I noticed something interesting one day as I was working out. Despite this not being your run of the mill gym, I can't help but notice on occasion, when I'm riding the stationary bike or elliptical machine, that someone will get on the one next to me and I very unconsciously begin to pick up the pace a little. It's possible this is my other than consciou... Superstition As Persuasion Why do we say "God bless you" when a person sneezes? It started in the Middle Ages when they thought that the devil could enter a person when they were unguarded, such as in the midst of a sneeze. It was thought, if someone said the magic words, "God bless you", then the demonic possession could be avoided. There are many high rises where you can walk from the twelfth floor to the fourteenth floor and only take one flight of stairs. Where's the thirteenth floor? In Western... Too Much Choice This has happened to me. Maybe it's because I don't normally do the grocery shopping. I've gone into the supermarket or drug store for a tube of toothpaste and found myself confronted with three or four dozen varieties of toothpaste. Why? It's a fairly simple substance. We use it every day, hopefully twice. So why are there so many to choose from? We've got cream paste, gel, gel with sparkles, whitening toothpaste, some with baking soda, others for sensitive gums. There's too... How To Tell When Their Pants Are On Fire We're all liars. It's part of human nature to lie--to cover up, to get out of trouble, to spare feelings. It happens because this is human nature. Lie detection is an easy way to deconstruct human nature so that we can slip into our prospect's or client's skin and understand what's going on with them. Why do they feel the need to lie? Learning to detect lies is a powerful persuasion tool that can open doors that were previously closed to us. Unfortunately, sometimes we ... How To Activate Your Affluence My belief is that we create our own destiny. The lives we have are the lives we have made for ourselves--good or bad. My students in MAXpersuasion are either living the good life or on their way to it because as we expand our universes we get exactly what we want out of life. I've been thinking about the concept of affluence lately--from principles to thoughts to action to the realization of it. If you really want to realize your dreams, and I assume you do, then ins... Vak Revealed As we persuade our affluent prospects, it is useful to match them and be like them as much as we possibly can. Persuasion, at its core, a highly individualized process. How do we attain the individual recipe for each prospect quickly? We effectively learn these techniques to learn how their minds think. Our minds work in three major ways with one more predominant and usually in combination with other other ways. (1) seeing, (2) hearing and (3) feeling. The technic... Pitch Your Pitch, Ditch Your Script "The aim of marketing is to know and understand the customer so well the product or service fits him and sells itself." - Peter F. Drucker What is a pitch? A pitch is designed to attempt a logical series of steps in order to arrive at a desired outcome. What is a script? A script is the same thing as a pitch. As I see it, there are two ways scripts and/or pitches can be useful. The first is they can be useful to learn something new and the second, they can be u... Language Pattern: Awareness "The moment one gives close attention to anything, even a blade of grass, it becomes a mysterious, awesome, indescribably magnificent world in itself." - Henry Miller Words thrill me. I find language magnificent. Linguistics is an incredible world. I've been studying persuasion for over thirty years. If I think about it though, I've been studying the language of persuasion. Aside from mirroring and matching, and physical anchors, persuasion is about words. The Awaren... What Is Your Worth? Persuasion is a huge field of study. . . as big as human nature itself. And as I continue to explore all of persuasion in my work, lately I've been focusing in the very specific goal of persuading the affluent and accessing that affluent mindset within ourselves. When we more specifically define our goals, our targets, our specific & particular paths - we set our intention. I have set out to define affluence more fully recently. The dictionary's definition is not expans... It's Time To Bury Cold Calling Endings are hard. Sometimes we cling to people, places, things, that we've outgrown, because of a nostalgia, or out of habit. It's like having to put a beloved pet to sleep. It was the best thing, the most humane way, but it's just never easy. As we grow, learn, strive, we have to let go of ways that we functioned in the past, ways of being that no longer apply to our present selves. There are two things in sales that are not persuasive and will absolutely hinder you... Larry Craig's Incongruency The movie 'The Usual Suspects' has a great interrogation scene. The detective says to the suspect, "The first thing I learned on the job, know what it was? How to spot a murderer. Let's say you arrest three guys for the same killing. Put them all in jail overnight. The next morning, whoever is sleeping is your man. If you're guilty, you know you're caught, you get some rest - let your guard down, you follow?" When the whole Larry Craig fiasco came out, I thought back to... Shut Your Trap This is crazy. . . It's an older story, but very interesting in terms of when to talk and when not to talk. http://youtube.com/watch?v=WALIARHHLII This is a YouTube clip of a Miss Teen America contestant from South Carolina. She's answering the question, "Recent polls have shown that a fifth of Americans can't locate the U.S. on a world map. Why do you think this is?" When you see it written out word for word like this, it's even more frightening: "I personally be... Persuasion Within The Pink Bubble "It is the pervading law of all things organic and inorganic, Of all things physical and metaphysical, Of all things human and all things super-human, Of all true manifestations of the head, Of the heart, of the soul, That the life is recognizable in its expression, That form ever follows function. This is the law." ~Louis Sullivan As an architect, Louis Sullivan understood the idea that form follows function. Having designed the skyscraper, he was responsible for creating... Using Rhythm And Vibration To Gain Rapport "We are what we think. All that we are arises with our thoughts. With our thoughts we make the world." ~Buddha This exercise may feel a little New Agey, but indulge me a moment and you might just find that even esoteric information can help with your sales and in gaining rapport with your affluent prospects and clients. Imagine this: everything in the universe vibrates. Everything does. The next step in sales is to imagine your prospect vibrating. In your mind, imagine ... Frame, Reframe My transcriptionist lived in New Orleans until August 28, 2005, the day before Hurricane Katrina hit. She and her boyfriend and their four cats evacuated with two cars full of valuables and art and 'irreplaceables'. They rode out the storm in Tennessee in a pet friendly hotel. Eight weeks later they arrived in Portland after having gone back to New Orleans to pack up their belongings. For many months after they moved the reaction, when people would find out where they were... Framing Baby Killers "We don't see things as they are, we see them as we are." - Anais Nin The ability to frame a situation is considered 'spin' by politicians and media pundits. It's the ability to situate your view on an issue to your advantage. There's the 'Nuclear Reduction Treaty' which on it's surface sounds like a pretty good idea. But in the world of 'spin' what something is called is not necessarily what's inside and in a very Orwellian twist, the actual substance of this treaty is... Using The Power Of The Unconscious To Persuase Affluent Prospects "Logic: The art of thinking and reasoning in strict accordance with the limitations and incapacities of the human misunderstanding." ~ Ambrose Bierce Persuading the affluent requires that we dig deeper, into uncharted waters, where most people are afraid to go. The key is appealing to our other than conscious minds and employ the power of emotions to sell. Researchers have determined that our conscious minds can only hold an average of seven bits of information at a tim... Persuasion Based On Your Prospect's Needs "Nothing has more strength than dire necessity." ~ Euripides In sales and marketing, the most basic strategy is an ability to fulfill a need. How can we use this strategy to persuade affluent clients? After all, they seemingly have no needs? Wrong. Everybody needs something. Determining what that something is and if you're able to fulfill it is the process of criteria elicitation. If you stop to think about what you are consciously thinking about right now it might be t... Storytelling To Persuade Your Affluent Clientèle "To be a person is to have a story to tell." ~Isaac Dennison Storytelling is one of the most important tools of persuasion. From a very early age, we're naturally wired to hear stories. It's not only a way to communicate but to incorporate into business. If you told nothing but stories--no pitch, no features or benefits--just stories, you could be very successful in business. When you tell a story, it puts your listener--your prospect or client--into a receptive stat... Avoiding Persuasion Pitfalls (Part 1) "Linguistics is arguably the most hotly contested property in the academic realm. It is soaked with the blood of poets, theologians, philosophers, philologists, psychologists, biologists, anthropologists, and neurologists, along with whatever blood can be got out of grammarians." - Russ Rymer Who knew linguistics was such a hotbed of activity? I have an image of professors in tweed giving their intellectual enemies fierce tongue lashings. What is it about language th... Using Criteria To Find Your Prospect's Hot Button "People are generally better persuaded by the reasons which they have themselves discovered than by those which have come into the mind of others." --Blaise Pascal (1623 - 1662) Criteria is that which needs to be acquired and met from a prospect or client to take further action in the sales process. As you talk to a client or prospect, they are already making pictures in their heads about what it would be like to be involved with your service or product. If you come awa...

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