Posts (page 2)
from Wikipedia:
Six “Weapons of Influence"
Cialdini defines six “weapons of influence”:
- Reciprocation - People tend to return a favor. Thus, the pervasiveness of free samples in marketing. In his conferences, he often uses the example of Ethiopia providing thousands of dollars in humanitarian aid to Mexico just after the 1985 earthquake, despite Ethiopia suffering from a crippling famine and civil war at the time. Ethiopia had been reciprocating for the diplomatic support Mexico provided when Italy invaded Ethiopia in 1937.
- Commitment and Consistency - If people commit, verbally or in writing, to an idea or goal, they are more likely to honor that commitment. Even if the original incentive or motivation is removed after they have already agreed, they will continue to honor the agreement. For example, in car sales, suddenly raising the price at the last moment works because the buyer has already decided to buy. See cognitive dissonance.
- Social Proof - People will do things that they see other people are doing. For example, in one experiment, one or more confederates would look up into the sky; bystanders would then look up into the sky to see what they were seeing. At one point this experiment aborted, as so many people were looking up that they stopped traffic. See conformity, and the Asch conformity experiments.
- Authority - People will tend to obey authority figures, even if they are asked to perform objectionable acts. Cialdini cites incidents, such as the Milgram experiments in the early 1960s and the My Lai massacre.
- Liking - People are easily persuaded by other people that they like. Cialdini cites the marketing of Tupperware in what might now be called viral marketing. People were more likely to buy if they liked the person selling it to them. Some of the many biases favoring more attractive people are discussed. See physical attractiveness stereotype.
- Scarcity - Perceived scarcity will generate demand. For example, saying offers are available for a "limited time only" encourages sales.
How can you put these to work for you?
Give a gift and refuse to take it back. Something of value, not another e-book!
Have video testimonials, gives you social proof. The whole jumping off the cliff thing(which I did, and it hurt!)
Get a little 'yes' and build on it. Have to stay consistent!
Have been re-reading my Tony Robbins Back Track Notes from "Power to Influence:Sales Mastery"
Happy Fathers Day!
My point is there is money in recycling 'out dated' knowledge. How you personally do it is your business.
As a researcher I like to fin out where it came from. NLP came out of General Semantics. Hypnosis goes back to the sleep temples of Egypt. "Nothing new under the sun." Those who forget the Past are doomed to repeat it!(Santana?)
Please look back to see ahead.
Simple is making a comeback. Recycled ideas are being churned out by Hollywood. I hope to see Speed Racer today.(I like the cartoon in 1973)
I am not promoting you start a mini farm! Heading for the hills or stocking up for the end of the world!
How can you add the old stuff to your business? How was what your doing done 100 years ago?
People are looking for answers. Let us make money supply them. Sell the shovel, not the goldmine.
Maybe get together a ebook on home repairs, food storage etc. That is the point.
Want a fresh idea, read a old book. Gitomer and Blair Warren really drove this home. Public Domain is books from before 1923. Check the rules at the US Copyright Office for more details.
Grand Pa knew his stuff. I have series of salesmanship books from back in the day. Some are so good we still quote them! How I raised myself from Failure to Success in Selling comes to mind.
With the economy heading south might we learn from the past? First off, it is up to you. There was not much help available in the past. Distance and technology were huge. Do-it-yourself was the rule. Self reliance.
How are you set for water,food and medicine? Hand tools? Books on use them?(when the power is off can you still read?)
Business ideas: food storage, gardening, home brewed beer and wine(distilling?), Sales and Marketing Old School, repairing household goods, games people used to play(children's games etc), how to get the most for your money.
Back to Gitomer, and Patterson: called them "Probable Purchasers" not suspects, prospects, tire kickers, whatever. Presuppose they are buyers!!!!! It sets your mind to the sale.
Neuro Linguistic Programming.
Break it down. Neuro=mind, linguistic=language. programming=internal coding. Bandler says he made it up when the police stopped him for speeding on his way to teach. Those were parts of titles on the back seat of his car.
You have a brain,and you use language to communicate. So NLP is useful to you to do those things with precision and control. Want to influence others? Use NLP.
First get your own head on straight. Are you sanely going into life with eyes wide open? Running old patterns you learned at three years of age? What could work better? Any addictions you care to acknowledge.(food, sex, alcohol, attention etc...)
Maybe a little more confidence? Simple enough. Remember a time you were confident? And so starts a pattern. Anchoring is stimulus response made easy.
Running your brain is key. After you run some on yourself, then other people are easier.
more tomorrow
Download a 14 page Crash Course in NLP. It is information you can use today.
Brief history.
Richard Bandler is a mathematician and musician. He was a computer programmer back in the day. Think room size computers with cooling systems that cause frost bite! In short a crazy brainiac from smartron 5!
Bandler and Grinder(Linguistic professor) teamed up to study effective therapists. Bandler took the words and translated them into math. Found formulas for human change.
Tony Robbins got in and popularized. The Five minute Phobia cure! Robbins taught a lot of people a little. This got the party into the real world, not a woo-woo retreat in California.
NLP is a model. Based off what therapist did to help people change. Family Therapy, Gestalt Therapy, Hypnosis.
Think of it as a hammer, a tool to get stuff done. NLP has no guiding principles. Build a house or beat somebody the technology doesn't care. It just is.
In NLP Part 2 you'll get some more ways to use NLP.
I started in NLP in 1988. Hypnosis, 1977. I have read The Complete Works of Milton Erickson. Sat in the front row for Tony Robbins and Dr. Richard Bandler. Hot tubbed with Tad James and been yelled at by Wyatt Woodsmall. I am telling you this so you know I did not study with a 3rd generation knock off. I back source information. Tell me a story and I will fact check it. Tony talked about the Army and pistol shooting. I called and talked to them. General Stubblebine was a interesting call.(I was in the Army at the time, calling a general at home is a little bit of a reach!!!)
Talked to Dick Graves who was a civilian on the project. Got to the point I could teach the pistol model.
Back to you. Have you learned NLP and applied it? There are 77 patterns. How you use them is infinite! Who invented and owns it is convoluted at best. Best bet is to take it and apply it. Influence, why we are here.
Get rapport, anchor, future pace. Close. Get referrals and get them to set your next appointment.
Since I have a stack of NLP selling books roughly six inches thick. Let's talk more about it. Think I owe Tad a Doctoral treatise on the subject of NLP and Hypnosis in the selling process. (Ask questions to induce trance, present your solution)
This is densely written so Lisa ask specifically as you can about what you wished explained. Like what are the four steps to anchoring? How do you get rapport, why future pace a good decision? How?
to be continued...
More than ten years ago I left my personal library in my sister's house. She had many bare shelves, and my books needed at home. My library was safe. I got to visit twice since. This time I found my 'lost Tony Robbins tapes'.
These are rare! Recorded at a private conference of Robbins 'associates'. This was a conference of distributors and RRI employees. I used to work for the Robbins person for the D.C. Metro area. I got to buy the tapes and I was shocked at the stuff coming out! Fodder for several lawsuits!
Less than 25 sets were ever made and I had lost mine, till now.
By the way Tony likes to settle out of court and gag order is part of the settlement. Seen it done. Had dinner with a lawyer working for him at the time. Yes, I got Tony to buy dinner!(Okay, so it was his lawyer)
April gave me some ideas on how and where to create a buzz before selling. Any suggestions are welcome.
Decide what it is you have to do. Pick a behavior you want on autopilot. Write out why and what is the benefit.
It comes back to the payoff. Ye olde 80/20 Rule. In this case 80% is why, 20% is how. Big why and you can figure it out. "I want to think postive" rubber band on wrist and snap it when you catch the negative coming out your mouth.
Negative reinforcement is not the best training tool. Positive is the choice of trainers. What treat do you desire? Karen(Don't Shoot the Dog)Pryor used bits of chocolate, dogs like hot dogs. I get to buy books.
I am in the habit of Blogging before breakfast. My reward is food. Be nice April! We men are simple creatures so easily lead. Payoff is food and it is done for the day. Schedule a time to practice your habit!
Want a better golf game? Take lessons and practice. Hint: short game is biggest payoff! Do it daily. Chart it and check in. Get a partner to check on you.
Taking off till Monday. Family trip. Will attempt to check in from the road.
Tim
Auto pilot, routine, unconscious. Words that come to mind. We all have habits, little short cuts we've learned over time to save us grief.
How to tie your shoe laces. How to get up in the morning.
My life changed when I found out you don't 'break' habits merely replace them. 'All'(universal quantifer) behaviors have a pay off. Example smoking, take a break and breathe get left alone and a nicotine hit. So in changing that habit, you need to keep the benefit.(The break, and getting away from desk)
I like to blog before breakfast. Set time, set task. "Wake up, get up, get something done."
New information can assist you in replacing a habit. Giving up soda cause it is evil(the horror of a gassy gut!)
How to establish a habit. 21 days. To burn into 'muscle memory' 60 repetitions a day for 21 days.
Hypnosis is your friend, you can see yourself doing too!
