“It is as if evolution has built a safety device in our nervous system that allows us to experience full happiness only when we are living at 100% – when we are fully using the physical and mental equipment we have been given.” ~Mihaly Csikszentmihalyi
Social Validation Sells
For the most part, we are all conformists. We will do what the crowd does. We might not like to admit that, but it is true. Only 5 to 10 percent of the population engages in behavior contrary to the social norm.
Neuro-linguistic Programming Strategies
Ones thought patterns, beliefs and attitudes can be used to preprogram actual experiences that are yet to happen. NLP is very focused on how we think, what influences the way we think, and how we structure what we think. Subscribers to the science are encouraged to closely study and then model those individuals who do things well.
Pacing And Leading
Pacing involves establishing rapport and making persuasive communication easier; leading involves steering your prospect toward your point of view. Pacing and leading will enable you to direct a person’s thoughts so they tend to move in your direction.
Major Obstacles To Selling
One of the largest obstacles to selling is that the sales person is not living congruently with their cognitions. I have noticed many attributes that contribute to a successful sales person. I will outline good attributes to have and common areas that will cause you to lose the deal.
Negotiation Hazards
What might work wonderfully in one negotiation situation will not always be appropriate in another. The instant someone feels cheated, misled or taken advantage of, your opportunity to negotiate with her/him is over. Negotiation hazards tend to occur when you are taking a particular strategy too far.
Increasing Persuasion With Humor
Many people take for granted the powerful persuading influence of humor. Humor is often tossed off as sheer entertainment or mere speech filler. The truth is, when you engage an audience with humor, you are accomplishing much more than just getting a laugh out of them.
Layers Of Complexity In Life And Persuasion: I Am An Onion
I love a good metaphor. An especially powerful metaphor for me lately has been that of an onion. The Cleveland Method deals with a deep understanding of our core drives and unconscious motivations. When we focus inward, only then can we genuinely understand others.
Expect With Confidence
Often our expectations are based on the assumptions we have about people or groups of people. The same is true of us. Have you ever noticed how your expectations become reality in your personal life? Expectation is literally a self-fulfilling prophecy. We do this consciously and subconsciously. Remember the kid in grade school who was always really rowdy and disruptive? Sometimes if people already assume they are perceived a certain way, then that is indeed exactly how they w…
Face To Face Negotiation
In our age of ever-expanding communication possibilities, researchers have been drawn to answer the question of which communication mode is most likely to lend itself to successful negotiation. Although the answer is undetermined, Face-to-face communication has been proven to have a greater possibility of alleviating miscommunication. When youre in person, you are more apt to pick up all the nuances of the exchange. That way, you will be better able to gauge what the other p…
Factors Influencing The Impact Of Humor In Persuasion
Humors effectiveness will always ride the emotional tides of your audience members. How well a joke goes over may depend on whose company your prospects are in, whether they are winding down for the day or still up against deadlines or other workplace pressures, whether they are awake and alert or feeling drowsy, whether they have a headache, etc. Always be in tune with how your audience is feeling and always assess the atmosphere youre in to determine whether it is conduci…
Foundational Principles Of Persuasion
Central to understanding persuasion is the concept of neutrality. The laws of persuasion are neither good nor evil. They simply exist. Just as nuclear power can be used to create electricity or an atomic bomb, persuasion can be used to create unity or to force compliance. Whether the outcome is good or bad depends on the person using the laws and how that person applies the techniques of persuasion.