Persuasion Flashcards
Learning to be artfully vague is incredibly powerful.
When you’re vague, that means they can use their imagination
What does Imagination do?
Whatever you can get people to imagine will be perceived by them as being their own thought. Therefore, they will not resist it.
What is one of the arts of being a master persuader?
One of the arts of being a master persuader is knowing when to be specific and when to be vague.
What is persuasion?
The art of moving the imagination of your prospects to the point where they take the actions, or continue to take the actions, you wish them to take.
Pursuasion
Have an outcome in mind and drive them to the place you want them to be
In order to be an authority at where you want them to go
you have to be an authority at where they are at
Speaking Vague
When speaking VAGUE, people perceive, “Oh, wow. Yes, this person understands. I’m going to get on the bus and let them drive.”
eg.
When you’re vague, as you’re looking at me and paying attention to what I’m saying, it’s not that I’m going to say to you, “Listen very carefully and hang on every word.” Rather, sometimes what happens is a person can find a state of deep absorption. That’s not because I’m telling them to listen very carefully, but rather, I think, it’s just that my words resonate in the place where you naturally agree for all your own reasons. Doesn’t that make sense? Of course it does. And it doesn’t matter whether you do what I say because you’re driven forward by a compelling need or pulled forward by a wonderful vision. Or, maybe you just find yourself doing it because you just want to. What matters is we both feel comfortable that a really good agreement will be reached today. Let’s shake on it. Doesn’t that just make sense?
How do we know what will work or what won’t work?
I don’t know in what way you’ll find yourself agreeing with this or not, but I find that when you really want to expand beyond what you’re used to doing, it’s more useful to go and do things and let your actual observations from what you’re doing decide what’s possible, rather than what you’re projecting or imagining will or will not work.
What happens when your vague?
When I’m vague, you’ll fill in the blank. It will seem like I understand
you.
What’s the difference between making sense to and making sense for your clients, audience, customer ect.
Making sense to your audience or your client or your prospect is giving them the experience or the perception that you deeply understand their desires, their emotions, their dreams, their hopes, their fears. I said giving the perception that you understand. You’re making sense to
them, giving the perception – the experience – that they feel understood.
Making sense for them is explaining the way something works. As I explained the way persuasion works, I’m making sense for you.
There is making sense to your prospect and making sense for your prospect. Making sense for your prospect is explaining how things work, the nuts and bolts, the actual way the investment works. But, you’ve got to make sense to them first. They’ve got to have the perception that you understand them.
Does it have to be that long?
Sometimes it could be even simpler. You don’t necessarily have to use that vague language. It could be as simple as asking the obvious question that’s on people’s minds.
One of the things I think is important is to establish three things right away. First of all, who the hell am I? Why the hell should you
listen to me? And what’s it going to do for you by listening to me? You need to answer those questions right away.
How do I do it?
Think to yourself, if you’re going to be presenting, “What are the questions that are going to be occurring in the mind of the group I’m presenting to?” If I’m going to present in front of a group of women, I’m going to have to answer some questions. I’ve got some questions to answer, although my attorney says, “Never answer questions unless I’m there.” Who else but me has an attorney at a seminar? It tells you how I think.
How many people have been in the
process of being sold something, whatever it is, and initially you had some excitement, but then it dropped off for some reason? The thing is, getting someone excited and curious is great, but what you want to do is keep that going, like momentum.
You’ll see later in the notes, I say, “Don’t throw a persuasion snowball when you can create an avalanche.” What you want to be able to do – and we’ll show you how to do this – is install loops so that people, throughout the presentation, either maintain that excitement or find it continuing to build.
onto 2nd pdf
onto 2nd pdf
