Theory” Leadership, Theory Complexity, Power Negotiating, Negotiation Analysis
I don’t do book reviews, but when I’m asked to do something I feel obligated. About a month ago Guy Kawasaki sent me his new book Enchantment and asked me what I thought.
If you don’t know who Guy Kawasaki is he:
Here I provide 2 videos on how you can exploit how people make decisions. This article came about because Drzhivago asked, “Can you teach me to implant ideas into peoples heads like the movie Inception?”
It can be done quite easily by understanding how a person decides to believe or not believe you. If you present information in a manor that is easily understood, it doesn’t matter whether the information is correct or not. People will just believe. Here are the two videos based off of these previous articles Bargaining for Advantage Pt 1 & Bargaining for Advantage Pt 2
Here is my whole Selling System & Sales Script Video Series. Here I’ll cover:
1. My Selling System
2. How to Create a Sales Script
3. Numerous Sales Strategies
4. How to Make Cold Calls
5. How to Sell Value
6. Closing Techniques
Continue reading Selling System & Sales Script Video Series Pt 1
I was sent an email from Kelly B, asking me “How do I win an argument?” I read a bunch of book’s on the subject and this is what I found:
In this article on Negotiation, I’ll go further into “How We Make Decisions”. This information comes in part from a book called Influence: The Psychology of Persuasion
Bandwagoning
As I explained in the last article, we make split second decisions by taking short cuts based off of previous events. We also determine what is correct by finding out what other people think is correct. This is called bandwagoning.
Bandwagoning is so powerful that 95% of people base their decisions on what the majority is doing vs. the proof. This rule becomes even more powerful when we observe the actions of people that look like us. Continue reading Theory Negotiation : Bargaining for Advantage Pt 2
Anyone that reads my articles realizes I read many books, but today I want to focus on just one because I think it’s one of the best I have ever read. It is called Influence: The Psychology of Persuasion
How People Make Decisions
Because we live in an extremely complicated environment we use short cuts to make nearly every decision. Our mind flashes back to previous events instantly when a decision is to be made and we act accordingly based off of previous results. If you are able to understand the shortcuts that people use you are able to negotiate to your own advantage.
Like I wrote in previous articles on Indirect Hypnosis, familiarity in the presentation of information speaks more truth, than the facts presented. If you present information using a persons chosen meta-program they will be much more inclined to believe it, because it falls inline with their level of thinking. Here are my articles on Meta-Programs if you are unaware of that term.
Think of it this way. We can easily fall into the habit of going to the same restaurant or store, because it is familiar and you know what you will get there. We develop these habits because our brain likes to have access to shortcut solutions to problems. Hence, you feel hungry so go to McDonald’s. What many people don’t know is that we have numerous habits that we are unaware of. Continue reading Theory Negotiation: Bargaining for Advantage
Here is the final Indirect Hypnosis article pertaining to Meta-Programming. If you perform this test on yourself you will learn a great deal about how your own mind works. Better yet, if you perform this test on others it will immediately eliminate any communication issues you may have. I hope you enjoyed this series and an online test is in the works right now. On to the final Meta-Programming questions.
What we Value, How we See Ourselves and The World
Value Style ( Survival / Security / Affection / Belonging / Self-Esteem / Achievement )
I value personal achievement above all else, followed closely by survival. Obviously everyone will value security and survival otherwise you wouldn’t exist or you would have an insufferable life. Saying that I still value Achievement because I’m of the belief that a life simply lived isn’t worth much. Just a personal opinion, not a judgement. Remember I’m forcing myself to be completely honest on this test.
All the other values are self explanatory. These are the values that drive a person through life. Some people wake up and think, “Today I’m going to do whatever I need to, to find someone to give me affection!” Others change their presentation so that they can feel a stronger sense of Self-Esteem or Belonging.
To find this style ask, “What do you value most in life”, “Name the most significant moment in your life.” Continue reading Indirect Hypnosis NLP Meta Programs Pt 4
How we Decide, How to Respond through Communication and Work with Others
This article will continue to provide you with high level communication tools. These skills could be used with great effect in managing, marketing, or in your personal life. Well on to the exercises.
Recharging Style (Extrovert, Introvert, Balanced)
I definitely am balanced in this personality style, again because I work on it. I’m naturally an introvert, but I’m so uncomfortable in situations in which people are not talking, I start conversations immediately upon entering a room. Everyone thinks I’m an Extrovert and I do get very charged up in social situations, but I’m also happy when they are over.
There is a big misconception that an Introvert is antisocial. No, they just don’t get energized or relax around other people. They feel taxed. Just because you enjoy and get your best work done while alone is not a negative.
Extroverts have tons of friends and look for the outside word to energize and entertain them. These are the shoot from the hip types. It is to be noted that while they have many friends, they normally have less deep relationships than an Introvert.
To find out who your dealing with ask, “When you need to calm down after a long day do you prefer to take some time alone, or go out with friends?” Continue reading Indirect Hypnosis: NLP Meta-Programs Pt 3
In this article, I’ll continue explaining how our brains work. I will use my own personal results as an example. If you ask people the questions I present here you will learn how a person:
I’ve received some comments asking why you would want to know this information? This is what we refer to as high order rapport building. I wrote an article on Rapport Building and Subliminal Marketing that explains what Rapport is. To get right to it, Rapport Building is the act of getting someone to trust and like you.
People are inclined to like people that they feel are like themselves. So, if you know exactly how their brain works you will easily be able to present ideas to them that will be instantly understandable, while making them more agreeable. Hence the term Indirect Hypnosis. Continue reading Indirect Hypnosis: Meta-Programs Pt 2
NLP is used in nearly every form of professional marketing you consume on a daily basis. It is a branch of psychology, first created, by Richard Bandler and John Grinder.
NLP techniques are used to figure out how a person’s brain processes information. More specifically how a person:
A basic introductory article on NLP is available here. When you are first trained on how to apply NLP techniques, you are asked a series of questions that tell you how your own brain works. In this article I will show you my results. The process is known as Meta-Programming. While it is a bit dangerous for me to put my information out there, because this information is extremely valuable to marketers and sales people, I trust I can keep from being manipulated. But, can I really? I guess I’ll find out?