The psychological tactics sellers use to trick you out of more money
The hope and expectations you can create in your persuasive environment will predict your persuasiveness. Volunteers from one experiment were asked to participate in an experiment in prison settings. Half of the volunteers posed as prison workers, while the other half posed as inmates. The results were amazing. Previously proven to be psychologically sound people, the participants quickly became increasingly hostile, rude, rebellious, and abusive, both those acting as inmates and guards! One “prisoner” became so hysterical and emotionally distraught that he had to be released. The study was supposed to last two weeks, but was canceled after only six days!
Have you ever noticed how people you assume to be idiots turn out to be just idiots? And if there’s someone you’re especially excited to meet, then you meet them and you think they’re great! Often our assumptions and expectations about someone we are about to meet for the first time unfold exactly as we have already conceived them in our minds. Again, even when you meet someone for the first time, you will be sending subconscious messages about how they should respond and behave.
In one particular study, a group of high school students were brought together to hear a speech on how the minimum driving age should be raised. Half of the students were told to focus on the speaker’s speaking style, while the others were warned that the speaker considered teenagers to be poor drivers. Two weeks after the presentation, the students were asked to complete a questionnaire. In general, the first group rated the speaker favorably and even leaned in favor of the position he stated. The second group called the speaker hostile and seemed to have completely disengaged from his message. Due to the expectations they had for themselves, the second group of students were already on the defensive even before the speech began, leaving little room for persuasion.
An embedded command is a technique used to communicate with the conscious mind and at the same time send a message to the subconscious mind. The idea is to bypass the conscious mind and communicate directly with the subconscious mind. Embedded commands are a commonly used technique in marketing and advertising. Embedded commands are often small fragments that fit into the entire sentence and are digested by the conscious mind.
Built-in commands are hints hidden within the written or spoken language. The conscious mind is not aware of its existence. Built-in commands create expectations without creating internal resistance. For example, Pepsi used to have the slogan “Have a Pepsi Day.” The embedded command was “Have a Pepsi.”
The most effective built-in commands are short and to the point; They should be no more than two to four words long. It’s much easier to use these commands in persuasive writing because you can visually highlight the command. When using this technique, first determine what exactly you are trying to say to your audience. Then create the sentences where the embedded words and phrases fit logically and contextually. Finally, separate the embedded commands in some visual way: italics, bold, underline, highlight, or use a different color.
The built-in commands are also a powerful tool for speaking. Certain phrases have specific command forms that follow the “two to four word” rule. Phrases may include word associations, cause and effect statements, presuppositions, questions, hidden hints, or analogies. Essentially, we’re looking for phrases that jump out at you. Consider these examples:
* get rich
*Buy now
*Use this material
*How good it feels
*It will happen
* Read every word
*Learn how
*Follow my example
*act now
*Change your life
* Be really interested
*You will understand
*Use this process
*Learn quickly
*Improve your results
*Use this skill
Studies show that built-in commands can change our attitudes or beliefs, even if we are not aware that this has happened. It is in this way that embedded commands are effective: the conscious mind has no opportunity to analyze or evaluate the material. We can then create expectations of behavior changes with built-in commands as well as direct and indirect suggestions. The subconscious mind will create an internal reality to match the commands.
Everyone persuades for a living. There’s no way to avoid it. Whether he’s a sales professional, an entrepreneur, or even a stay-at-home dad, if he can’t convince others of his way of thinking, he’ll constantly fall behind. Get your free reports at Magnetic Persuasion to make sure you’re not left watching others get ahead of you on the road to success. Donald Trump said it best: “Study the art of persuasion. Practice it. Develop an understanding of its profound value in all aspects of life.”
Another application of the Law of Expectations is the concept of pace and leadership. This is part of NLP, or “neurolinguistic programming”. Rhythm involves establishing rapport and facilitating persuasive communication; Leading involves directing your prospect to your point of view. Rhythm and direction will allow you to direct a person’s thoughts so that they tend to move in their direction.
When you set the pace, you validate your prospects either verbally or non-verbally; that is, you agree or agree with your prospects. As a result, they feel comfortable and congruent with you. Rhythm involves the use of statements that everyone accepts as true. By doing so, you eliminate disagreement and get others to agree with what you are saying. The topic can be proven true or is commonly accepted as true.
An example of a pacing question (obviously true):
Most people would love to be financially free and end their financial worries forever. Once you have established rapport and rapport with your prospect, you can create an expectation of agreement. You must have a general agreement before you can bring your prospect to your point of view. Then you start using statements that you want your prospect to agree with, even if they haven’t consciously and/or publicly acknowledged it.
An example of a trick question (that you want your prospect to accept):
The answer to your financial problem is to provide the right training at the right time by the right person. So, to put pacing and direction in a nutshell, pacing statements are obviously true, so the prospect has to accept their validity. Top statements can’t necessarily be proven true, but they represent what you want your prospect to believe.
conclusion
Persuasion is the missing piece of the puzzle that will crack the code to dramatically increase your income, improve your relationships, and help you get what you want, when you want, and win friends for life. Ask yourself how much money and income you have lost due to your inability to persuade and influence. Think about it. Sure you’ve seen some success, but think of the times you couldn’t. Has there been a time when you didn’t understand your point of view? Are you unable to convince someone to do something? Have you reached your full potential? Are you able to motivate yourself and others to achieve more and achieve your goals? What about your relationships? Imagine being able to overcome objections before they happen, knowing what your prospect is thinking and feeling, feeling more confident in your persuasiveness.
Kurt Mortensen’s trademark is Magnetic Persuasion; instead of convincing others, he teaches that you should attract them, just as a magnet attracts metal filings. He teaches that sales have changed and the consumer has become exponentially more skeptical and cynical in the last five years. Most persuaders use only 2 or 3 persuasion techniques when there are actually 120 available!