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Persuader #6—Reciprocity

The sixth type is the reciprocity persuader. Basically, this is the thought that when you give, you also will get back. When you help someone, you are more likely to have them there to help you when you need assistance with something. There is a feeling of obligation that gets created when you help out.

A major piece of putting this persuader to work, is to be the first person to give.

Here are some of the firsts that would benefit you to be the first doing them. For instance, to be the first to concede something if you’re in a negotiation. When you make concessions first, they owe you. Be the first to show co-operation. Be the first to lend a hand, that’s another. Be courteous first, and keep it up. When you do that, you basically put them in a position to do the same. Give them a gift or a bonus first. When you give up something or you give them something, they feel they owe you one. The feeling of having to reciprocate for what has been given is powerful. Read more »

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The Nine Persuaders

There are nine basic ways that people become persuaded to take action or believe in something. These are core strategies for growing a conviction that something is valid. No one can convince another of anything. Each person convinces themselves of that is true or false to them. Yet, using these skillsets effectively prods others to be convinced of the validity of something, and be persuaded to take action.

Persuader #1—Authority

The first is what’s called the authority persuader. It stimulates other people to believe you because of your expertise or your status. Others are influenced by those they consider an authority. It’s all in a person’s perspective of that person they are interacting with whether they see the person’s authority or not.

Authority persuasive power results from skills a person has, the knowledge they can use, years of experience, or even a title they’ve earned or that has been bestowed on them. Read more »

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Credibility Builder #3—What You Stand For

The third aspect is what you stand for. It’s what do you do.

For example, are you a person who is proactive or reactive? If you’re someone who thinks ahead, you put systems in place and you make plans, and people know about these plans and they work with you on them, most would then see you as being proactive. That is much more positive than if every time something happens, you’ve never considered it and you have to react from the hip. Reactiveness drops your credibility.

How do you do what you do? What do you stand for? Do you have integrity? Are you honest? Are you dependable? Do you have a sense of humor? Humor oftentimes can help out in situations. Read more »

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The 4 Components of Credibility

If we could use the new neuro-technology of live brain imaging while you were going through that preprogramming exercise, you would see parts of both hemispheres of your brain light up. Especially the centers that have to do with imagery, emotion and passion. What you would see is the amygdla would trigger the brain to light up as you experienced that positive situation from your past and again, as you project into a positive future.

If the decision you’re making, or the situation you’re encountering feels right to you, the amygdla triggers you to act. If you are unsure about the feeling, then the amygdla makes a request of your pre-frontal thinking lobe of your analytical cortex to run a complex, logical analysis of the situation so you then can have more input to drive the emotion required for the decision.

Again, logic does not really persuade, it backs up the feelings that the decision will be based on. Like Zig said, “People justify their purchases with logic, but they buy on emotion.” Read more »

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Positive Programming for Your Future

Now, while you are experiencing this good feeling and you’re holding your thumb and middle finger together on your left hand, I want you to think about a situation coming up in the near future. This could be today or tomorrow, where it would be to your benefit if you felt this good during that situation. This could be at work, at home, in a competition, doing sports, just pick one for the moment.

Think where it would benefit you to feel this good. Imagine that scene. See it out of your eyes, and feel this good feeling you have right now, while you hold this trigger with your left hand. Create that future situation as vividly as you can, while you generate having this good feeling there. You are projecting staying resourceful and positive. This benefits you if you are in a meeting, sports competition, making a presentation, talking through a conflict, staying calm for a test—just create the situation while you feel this resourceful state.

Release your thumb and middle finger. Read more »

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Stand Up…

I want you to stand up for a couple of minutes because it causes you to have more neurons firing, before we even begin to do anything, and that will help embed this idea and this concept more deeply into your conscious and your subconscious mind.

The first thing I want you to do now that you’re standing is just take in a breath that’s a little deeper than normal. Hold it a moment, and breathe out when you are ready.

Now, just breathe a normal breath in and out.

Next, take in one more comfortable breath that’s just a little deeper than normal. Hold it a moment, and whenever you’re ready exhale. Just be comfortable.

Now, I want you to feel your physiology. I want you to feel what your body feels like right here, right now. For instance, as you stand there wiggle your toes a little bit. Feel what your feet feel like in your shoes if you have shoes on, or if you aren’t wearing any, then feel what your feet feel like on whatever surface you are standing. Just notice them. Read more »

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Motivational Inputs

It is possible to have whatever you want—you just have to persuade. The most successful people have assistance and buy in from others into their pet projects. Whether that is selling, playing, doing a project or cleaning the house, motivation really is a gut decision. It feels like you ought to do __X__ – clean the house, go to work, go to the beach, wash your windows, write a thank you letter to somebody you owe one to, clean out your desk – it’s a decision process. You decide this feels right and so you take action or don’t take action, but this is a decision process that is triggered from feelings.

Motivation is a feeling. You do this feeling process 100 or more times a day. You do it when you’re deciding what you’re going to eat, what clothes you’re going to wear, what route you’re going to take to work or to the store, the tasks you have to do at work, the emails, the meetings, the phone calls, the memos, etc.

Making so many decisions could be overwhelming if they all had to be made only from pure logical analysis and reasoned evaluation. Your gut feeling is crucial to short circuiting this logical, grinding process and solving the issue faster and easier. Read more »

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The Feeling Decision

The reason you do everything you do is because of emotions. Most people like to think that they are guided by logic and reason, which is partially true. Yet at the same time, the gut level, emotional response is what makes you feel like doing something or not. Though it may not make logical sense, it’s the feeling component that drives us.

For instance, why do you have the car you have? Some people would say, “Well, it’s because it’s got great economy,” or, “It was inexpensive,” or, “It’s a big truck and I need a big truck for work,” or, “It’s really fast and sporty.” But ultimately, when you think about that car you’re driving, you’re driving it because it felt like the right car to you. Whether that feeling was about price, size, speed, functions, stereo or whatever, it’s about how it felt to you.

Why are you in the personal relationship that you’re in? Because it feels like the right place for you to be. Though it may make logical sense for you to be living together because it’s cheaper and you have somebody to do activities with, it’s because of how it feels. Read more »