Flying into Orlando is beautiful. You come in over an array of lakes
and winding roads and bridges. It's really quite nice. You get a different
feel coming down over Amsterdam which also has lots of water
but the city is laid out very differently with houses coming up against
the water.
Two different kinds of experiences that Pre-pare a person's mind in
a hidden way to be influenced for the rest of that day perhaps others.
For example. I've been pondering buying another home. I had dismissed
Florida as an option but just the very act of observing how pretty it was from
the plane made me consider the possibility.
The experience primed me for many things other people would ask me
to do for the other day in ways that are not anticipated by most
people.
Yes, what you see coming down into the landing influences two hours
later when you arrive at the hotel.....
Influencing Before Influencing
KEYPOINT: 50% of the persuasion experience occurs before one person
begins their communication with another, or another group...before they
even see the other person.
People are PRE-pared.
Understanding what your potential customer is THINKING and FEELING
and knowing HOW they BEHAVE PRIOR to the "beginning" of the
"persuasion process," is as important or more so than what happens
after you say hello.
Your mood, the fight you were just in, the raise you didn't get, the layoff
you just experienced, your child getting beat up at school, you getting
bad press in the newspaper. The amount of weight you gained this year
and WHAT YOU HAD FOR LUNCH and the color of the restaurant's interior
ALL play key factors in what happens the second you intersect with
someone who wants to talk to you about anything.
A Level Up
The difference between the "men and the boys" in persuasion is that
the kids want to learn all the right words and language patterns to say
to a person believing that everyone is the same.
The men realize that people are comprised of different QUANTITIES of
various ingredients and is able to assess that composition and respond
quickly and accurately to you.
People who believe that the only thing you have to do is to use hypnotic
language simply don't have an understanding of effective persuasion.
Can you really know all of that information about someone you haven't
met?
Isn't that like mind reading?
Well, the answer is that this is one reason the The Science of Influence
Library is now 72 CD's and it's only half complete. What you can know
about people, and when and how, is remarkable.
Because this article could become a library, I simply want to begin
with the context.
ALL Persuasion Begins With...
KEYPOINT: All persuasion and influence begins with the context and
the frames of the group or individuals...and there are four basic types of
context at work in any persuasive communication.
Which brings us to our FIRST STEP of persuading others!
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Your mood, the fight you were just in, the raise you didn't get, the layoff
you just experienced, your child getting beat up at school, you getting
bad press in the newspaper. The amount of weight you gained this year
and WHAT YOU HAD FOR LUNCH and the color of the restaurant's interior
ALL play key factors in what happens the second you intersect with
someone who wants to talk to you about anything.
