In a related experiment, German students were told they received an "A" on a test
then were told they truly received a "C". The professor had made a mistake.
Another group: The students were told they received a "C" on the test and then
it was corrected, they actually received an "A".
Another group: The students were given the accurate grade they received on the test.
Students were then informed that there would be a street party next quarter and
the school was looking for volunteers to have an information booth and help prepare
cake and coffee.
Students were asked to commit to a number of hours they would work on that
Sunday and write it down.
Negative Feelings (C) then Positive (A) - 3 hours
Positive then Negative - 2 hours
Positive (correct score) - 1.1 hours
Control (no info) - 1.2 hours
So basically the two non-drama situations...the student writes down, the mimimum ONE HOUR of volunteering. Whether they were given the correct score or there was no info.
BUT, when there is emotional drama, things change fast...and significantly.
"...the withdrawal of emotions is an effective instrument of social influence that works
no matter whether the participants first experienced disappointment and dissatisfaction
then happiness and the sense of well-being, or whether the sequence is reversed....THE
FAST CHANGE IN THE EMOTIONAL QUALITY LEADS TO INCREASED COMPLIANCE."
Cool, Kevin, but what happens outside of the laboratory (or off the sidewalk!)? Does this work in real life?
What follows is from an email I received from a Coffee with Kevin Hogan reader who got an advanced look at this article.
"Kevin,
Just read your article on inducing fear, then reducing it for compliance.
Just did something similar -( SkillPath). I tried something new that doubled my sales the two days that I used it; I think it might have utilized this principle.
Knowing that many who come to the seminars are "prisoner's" and didn't necessarily choose to be there, and, that they cringe when they see the product table and worry about being "pitched" later, I decided to do this:
I created a much higher-priced package than what anyone normally buys, and created a flyer for it. It is a very solid package, with great materials - but a bit high ($300) for the typical SkillPath setting.
Then, after showing them the package that has been put together just for this seminar, I say "Now, go ahead and breathe easy - I'm not going to ask you to buy this package. Before you ever decide to purchase a package as comprehensive as this, there's one product that..."
I then present the $100 product.
When I presented them as you suggested at Bootcamp 2007, (High price, Middle price, low price) it did drive a fair amount of people to the middle price. However, by coming on a little strong with the high-priced package at first, like I was really going to push it, and then suddenly backing off, telling them to breathe easy, because I was not going to ask them to buy it, twice as many people bought the middle product than when presented the other way.
I know you are busy, but I just wanted to share that with you.
I will continue to experiment with this, thanks for the article, it explained a great deal!"
Your Problem Finally Solved at Influence: Boot Camp 2009
You can have the answer, or continue on
in the same old.....
...you can't get through to #1.
...she doesn't return your calls.
...he doesn't ever get the brochure you sent him.
...they trust you but still feel uncomfortable, and say no.
...you are honest and they still don't trust you.
...your price was lower for the SAME THING, but they still said no.
...your email didn't get read.
...the email with the other company got read, and they didn't reply.
...the email with the third company got read but you got a generated response.
...you wanted Customer Service to help but they came up with an excuse.
...you wanted an upgrade and didn't get it.
...you wanted a better deal and they didn't budge.
...she picked another guy and he was a moron.
...you were THIS close to the experience of a lifetime.
...it was totally illogical that she said "no" to you.
...she said "yes" but then "changed her mind."
...you do everything right and it barely works.
...you tried what they taught you and it didn't work.
...you learned from them and never had success with it.
Look, there's a million reasons to be at Influence: Boot Camp 2009,
but your brain will try and come up with reasons not to go...
it has to... that's how brains work... and it's a good thing.
Too "expensive?"
You'll be able to ask "live", specific questions about your work, sales, marketing
and plans taking the skills of Influence: Boot Camp far beyond four days.
If Boot Camp is truly too expensive amortized over just 1 year at less than
$12 per day, then don't come. It's time to realize that no one will meet any level of
achievement or success if they can't learn to communicate on the most
intimate, covert, subtle, persuasive, influential levels.
Fact: It's the lowest priced experience and highest value
for the tuition on the planet...until the tuition returns it's full price.
"Don't have the time. So busy..."
That's because you haven't been to Influence Boot Camp. Money
buys freedom and time. I've designed this experience personally
based upon my need for optimal productivity at every MOMENT
of a day. If you slept through Boot Camp and simply saw how
it was organized, you'd add a pile of gold to your nest egg upon
implementation.
"The kids..."
You can stay next door at the Excalibur in a big suite (for very little) and they will have the
time of their lives in the arcade or you can let them get rid of
you for four days...and they appreciate you when you return.
(I have kids...it's always refreshing when they appreciate you!)
"Could there be anything new?"
Look, everything they taught you didn't work and can't. It was
a set of strategies for the 90's. Today she is on the phone
while she is on Myspace while she is working on her project.
None of the overt strategies that worked in the 90's barely
cause a gentle wave in this century. She's multitasking
and you are ignored....I fixed this problem for you.
And that's just one of 24 modules. New? I've seen
it all and I don't think anyone has this information (yet).
...they taught you to "get their attention." Fact: You can't,
you won't. AIDA is dead. You need to know what works
in 2008 or you will be too. It's ...all new.
"My company won't pay for it."
Your company will be laying off people and not much of anything
else in 2009 and beyond.
If you choose not to invest in yourself, don't come.
"I feel uncomfortable in a seminar atmosphere."
That's at their seminar. You don't do stupid sh...stuff
at my events.
EVER.
"What if it doesn't live up to my expectations?"
See me at lunch of the first day and if for any reason you
are dissatisfied, you can return your Home Study Manual
and your tuition will be refunded.
How's that?
We don't chant.
We don't stand up and shout.
We don't repeat things out loud for cultic creation.
We don't rub our partners shoulders.
We don't shake our partner's hands.
We don't recite ...anything.
We don't do STUPID stuff. EVER.
Yes, it's fun, we laugh a lot and it's impossible to
not have a grand time in Las Vegas, but it's 100%
comfortable. No one wants to sit in the back row at Boot Camp,
not even me, because it's COMFORTABLE.
Influence Boot Camp will be experienced through 4 filters
1) Strategies of Influence in Sales and Marketing
2) Persuasive Captivation One-on-One
3) Becoming an Influencer
4) Changing Strategies from old Advertising to new Buying
Fact: Getting "Attention" Is Now 10% of Making Money, Not 90%
Fact: "They" are Still Teaching Information That No Longer Works
Fact: Advertising Doesn't Work Like It Used To
Fact: Brochures and business cards are dead weight.
Fact: People have 4000 possible purchase thoughts per day. They
can't see you.
Fact: You are a speck of sand unless you know how to Influence
to become a VIP in THEIR EYES.
Fact: Getting Appointments is More Difficult Now Than Ever
Fact: Marketing Strategies of the Past are Now a Waste of Money
Fact: What You Learned from "Them" Isn't Working
Fact: The Words You Use Don't Matter as Much as They Used To
Fact: There are Two Ways to Use Influence Now to Cause People
to Gravitate to You That Never Could Have Been Possible Until Now
Your income didn't move enough in the right direction this year.
You want to be able to figure out how to sell or market in this very
different environment now that advertising is all but dead. (Even
major companies can't get their commercials viewed on TV anymore,
they are fast forwarded by.)
The world of influence is evolving rapidly.
You won't be at your "job" in 7 years.
2/3 of all jobs will be outsourced or done by someone else in 10.
If you can influence, you can move the world and be a recognized
VIP. If you can't, you will fall victim to the recession, lack of pay
raises and be stuck....forever.
Time to find out what all the buzz is about?
Want to know more about what's in store for you at Influence: Boot Camp 2009?
Want to register now because you already know who Kevin Hogan is
and what he does for people's lives and that you can be as successful
as they are?
March 11-14 are looking like a life enhancing experience to me. (Ever read in promos that it's going to change your life...it just doesn't say into WHAT....!)
The Most Special Daily Guest Speakers!
And that’s just the beginning.
What else is in Influence 2009 for you and me?
I've collected a great deal of new research that has been tested and I'm going to give it to you so you have it first, before your competitors. Before anyone.
For example:
"How do I make more sales without lowering my commissions when I sell the exact same product as my competitor?"
We'll take the research and answer that question once and for all.
KEYPOINT: You will leave knowing how to RAISE the price of your product or service and sell more of it, even if it is IDENTICAL to your competition.
Maybe one of the most exciting elements of Influence Boot Camp in 2009 is that I will show you how to sell a commodity for more money than any of your competitors.
Not only will I show you how to do it.
I will show you what to say.
And I will do it "live" before your eyes with someone’s product or service in the audience.
Mutual funds? You can make far more money than your competitor's think possible.
If you sell real estate, you'll learn how to sell the same house for more money.
Diamonds? Gold? You'll make a lot more if you follow this process to the letter.
If you sell insurance, you'll learn how to sell the same product for more money to excited buyers.
If you sell tires, you'll find out how to make a lot more money than your competitors would ever dream of making.
Trainings? You have no idea how much money is there and they literally want to give it to you.
Now, if you can increase your customer base and the amount of money your clients want to give you to be a customer of yours, can you imagine what will happen if you sell something that isn't a commodity...something that is different from company to company?
Pharmaceuticals, advisory services, food, art, clothing, cars, jewelry, services and all kinds of other products are *easy* to sell more of and for more.
People like you (maybe you) often send me e-mails asking me to give them applications of various strategies and tactics I’ve written about. If those people are in the Platinum or Gold Inner Circle, they get an immediate response. If not, it’s not possible to get to everyone’s email. At Boot Camp, that all changes.
I’m going to show you how to take all of this incredible research and start applying it, IMMEDIATELY. Just how do you do it?
This year I'm going to show you three things.
What the research says works in all kinds of contexts.
How to create an application to almost any other scenario.
Create an application and run it.
So you learn the process.
I think this has been what's missing in persuasion and influence training for a long time.
I think we need to become adept at taking a collection of studies (or even one) and have a process to transfer that knowledge to what you sell or market, or simply how to use that information in tons of different contexts.
Once armed with a process....the ammunition never runs out. (Write that down, that's a great metaphor.)
The ability to persuade at will is the core competence in success.
...which brings me to something I've never revealed before in public.
You are going to learn how to READ PEOPLE...and I do NOT just mean body language.
I'm talking about how to all but know what the other person is thinking, and, more importantly, feeling - with minimal information...
I'm going to show you how to get scary good at reading people.
I'm going to reveal the secrets of knowing what's going on above the neck that causes almost every media outlet in the nation to contact me when they need to know if someone is telling the truth or lying.
Trying to explain this in text is difficult. You will get a chance to try this "LIVE" in person in Las Vegas. I’ll show you how. (Talk about being able to amaze your friends when you get home…)
Next…
Strategy Shifting is not the ONLY reason I've done OK in business, but Strategy Shifting is certainly ONE of the core reasons I've done OK.
Strategy Shifting is something the few "in the know" people don't like to publicly talk about. Essentially you can be making a persuasion attempt and failing…. Knowing before hand how to SHIFT to a superior strategy before you LOSE THE PERSON. AND you have to know WHAT strategy to shift to.
I don't know of ANYONE who teaches this material or anything like it so I'm not going to give away years of work in a promotional piece. Simply know that there are different "types" of people who you will LOSE QUICKLY if you don't shift your current Persuasion Strategy to a superior strategy.
You're going to learn what the best strategy is for each person in general.
You'll then find out when to know if they are approaching the RED LIGHT.
Then I'll show you how to SHIFT your strategy (and their mind state) to "catch them" before all is lost.
This module alone is LITERALLY worth the total investment (price) of Influence 2009.
Selling Everyone You Want
Look, I don't want you leaving Influence 2009 and going out and setting up your own cult. I want you to go out with the ability to persuade or sell anyone and everyone you want. And I want...you to want...that to be more than the proverbial Win/Win.
It's hard for me to put together scenarios where I (you) can't persuade someone if I (you) want to.
Every mind has a keyhole. I'm giving you and entire set of skeleton keys. (Write that metaphor down, that's another good one!)
One of my favorite books at describing this much more than metaphor concept is, "The General Theory of Love." They don't tell you how to get in that keyhole, but I will for you as long as you will be a "White Hat" kind of guy (or gal).
Question: Will someone be able to say, "No," to you if you are moving toward "yes?"
Yes they will. But it's not going to happen all that often...
Question: What will you be able to have if you could influence anyone to your way of thinking?
I can't specifically answer that question for you. I can tell you that the power to influence, (not the power OF influence) gives a person permanent security and stability. You'll be able to take full advantage of everything you discover at Influence 2009 as soon as you get home. EVERYTHING translates from business to personal and vice versa.
I could go on and on but you're hopefully going to be there so I'll move past the detailed story and move you to some highlights:
A GIFT: Forgot to mention…. The Power Point Presentation is YOURS FREE to TAKE HOME!
Persuasion in Writing (text) is covered in some detail and depth!
Learn to Influence by Choice instead of Chance....
Persuasive Attitude: You'll find out what it is and how to have it
Enthusiasm: Discover how much is the right "amount" and how to make the fire burn!
Gain Cooperation Instantly
Defuse Anger (almost) Instantly
Unplug Hostility (almost) Instantly
Magical Presence....Charisma never Looked So Good....on YOU
Make Fee/Price a Non-Issue (really)
Get Top Dollar for any commodity (as noted above)
Become a Person of Influence-- I hope you want to be this...a person that matters...that makes a difference in the lives of others. Someone people turn to for help
You ARE a "Brand" How Do You Want it Seen by Everyone who meets you? Who hears about you?
GIFT: Limited Edition Boot Camp Manual. Autographed and Signed #
Self Confidence: The One piece of the syntax you need on command. How....
Soft Sell vs. Hard Sell...Which to use, if either and when
Words and Phrases that Sell. (Never before released)
Covert Conditioning: The Roots of Covert Hypnosis...Still Powerful
Subliminal Success? (This is very cool)
Getting The Appointment
Influential Email
Speed Trust- Get it NOW
Building Credibility and Authority Quickly
Resistance and Reactance Demonstrated and Defused.
And how about some bullets?
How to create the "gotta have it" feeling in consumers
How to melt away sales resistance
How to tap into the "primal" buying emotions
How to instantly establish rapport
How to 'force' consumers to obey your hidden 'sales push' without resistance
How to use sex appeal to generate buying frenzies
How to infuse proof power into your sales letters to transform them into magnetic sales message that rack up the profits and bring in the bucks
How to arouse your prospects inner buying drives
How to influence your prospect's mind to trust you and believe your information
How to bypass your prospects' conscious and "hypnotize" their subconscious
Ethics. Are you being ethical? Step by step process tells you
And I'm going to show you how to make a LOT more sales by seeing fewer people with NO extra work, and in fact, will reduce the total time it takes you to communicate your message so much it will probably scare you.
And...we have fun. Maybe I can have you for dinner with a small group or invite you to my suite at the end of the night for drinks. But one thing is for sure, when you leave Las Vegas, you will have sat down and talked with me unless YOU made it impossible to do so.
I've spent a lot of money seeing people and never even getting a hello. That always bugged me. You will say more than "hello" to me. I want to know you and be important in pulling a few strings for you in your career.
In fact everything about Influence: Boot Camp is about what I always wanted in a training.
Lots of content.
Lots of applications.
Lots of certainty.
Lots of new material.
Meeting the people who can turn keys for you in life.
You come to Influence: Boot Camp 2009 and it's like Christmas without the irritating relatives. You always leaving thinking, WOW!
The other thing I do in a training is make sure that EVERYTHING is usable and applicable when you get home. I make sure that EVERY person leaves with at least one specific key PER DAY that will EACH make them in great excess of $10,000. (Really)
You'll be part of a BusinessStorm for Success
Each day, I show you how to BusinessStorm for Success. That means I show you a process where you will have a HUGE idea that is EASY to implement the day you get home. It will make you a lot of money. All you have to do is turn the key. (And you do have to turn the key to open the door.) EVERYONE gets this gift....and...I teach you HOW to BusinessStorm so you will be able to develop powerhouse ideas that often bring in as much money in a day as you made last year.
You might want to read that again.
In just 4 days at Influence: Boot Camp, I can show almost anyone how to almost mystically drive their sales up to numbers previously thought out of reach.
I'm going to do the same for you.
The agenda for the 4 days is full...completely packed.... It's now finalized with the exception of a few pieces of sales research being worked on right now.
This is the perfect experience for you *and* your employees because you can debrief over dinner what we did in Boot Camp. You can begin implementation into sales, marketing and management immediately.
Influence: Boot Camp is going to teach you the most advanced techniques of influence and persuasion. You are going to learn to utilize the techniques and strategies of gaining compliance to change the perception and behavior of others in a completely unconscious way.
Let's quickly highlight a few things that you are going to learn:
11 NEW specific non-verbal communication techniques for opening and closing.
How to stand and sit with people so they like you and believe your message.
The latest in how genes influence people's behavior and what to do about it!
The process of covert conditioning.
The 22 words that change people's minds verbally and in print MOST.
Discover WHICH of the 16 core desires is running the brain of every person you meet.
How to utilize distraction and confusion when necessary.
How suggestion can change visual recall and increase sales.
Not one but TWO complete models for gaining compliance FAST!
Make minor adjustments in your physical appearance to turn "No," to Yes!"
How to tell a story so that the story delivers the message you want sent!
You are going to learn and be able to walk away with everything you've ever wanted to know about persuasion techniques, gaining compliance, making the sale, getting the date, and generating the answer "Yes!" out of the mouths of everyone you meet.
You already know my book, The Psychology of Persuasion, is the number two best selling book about persuasion of ALL TIME. (Be patient...the other guy had a 13 year head start...) Now I'm taking you on a fun and exciting four-day event that will give you absolute certainty and confidence in every situation you meet up with.
The material in this boot camp is fresh, exciting, effective and NEW! If you've been in the training room with me, you haven't heard this material. This is the first time almost all of it has ever been offered to you!
Influence: Boot Camp is $3997.
When you pre-register, you pay only $2997!If
you register today, you pay the rock bottom price of only $1777!
(coffee in the
morning, plus lunch each day included! Your hotel stay is separate, but call the
Luxor and ask for a Delux Room.)
There are no comps, passes or further discounted admissions.
I don't like hype. I'm intentionally toning this promotional piece down because I am so excited about this event! I want to remind you of a couple of things, then move directly to what makes the Influence: Boot Camp "live" event special and how it can benefit you.
You can attend this special four-day event with me in Las Vegas. It's literally going to change your life in ways you can only imagine.
You are going to walk out of there with a sense of personal mastery.
Your salespeople will always know what to do "next."
You will be able to hear "yes" almost any time you choose to.
You will build your business, increase your sales, learn to motivate yourself and others and gain compliance in virtually every situation in life.
As always the room will be fast-paced, dynamic and fun.
As always, you will walk away with more tools than any tool belt can hold.
This information download gives you some of the most amazing new strategies and techniques you will ever learn in the field of influence.
You could be the head of marketing at 3M or an entrepreneur. You might want to dramatically increase your sales. Here: You want to get them to say. This is YOUR 4 days!
No hyperbole: 20-30% is most likely...and maybe a lot more as we've experienced with some financial sales products and real estate people in the past.... or simply get everyone you meet to say "yes" to you. No matter who you are or what your motivation for participating in this event, I guarantee, you will be thrilled with everything you get.
When you read the next "learn list" below, realize that no one aside from me has ever taught this information to you. You've probably seen similar lists from people who teach old school persuasion or influence. Forget it. This is 2009. This is new. This is thoroughly researched and no one has it for you except for me.
Here is just a little more of what you are going to learn:
How to utilize metaphor to link into people's brains and change their mind maps.
The complete Covert Model and how to apply it. (No one has ever taught this before!)
Alpha, Omega and Delta Strategies in influence.
Applications for anticipated regret that reduce resistance and reactance.
What the balance between pain and reward needs to be in every situation.
How to reach the part of them that makes decisions, but doesn't talk, ever.
How to weigh their conscious vs. unconscious responses to gain compliance.
How to know exactly when to ASK for the answer you need.
Discovering the Dominant Value
Use Strategic Framing NON-NLP style.
Master the First 30 Seconds
Utilize their Brain's Perception and Projection to Change their Mind!
The workshop comes with a complete 350 page copyright protected official Influence: Boot Camp Master Guide that is the most user friendly manual for persuasion and influence you will ever possess. You can actually USE this formula based manual forever. Use it to prepare for every client, every date, every important meeting and communication you ever have.
To register for Influence: Boot Camp, you simply fill out the short application and include your payment information.
No registrations will be accepted at the door at any price.
Influence: Boot Camp is all about profit and it is about having a great experience. It's run EXACTLY how I wanted every training that I have ever been to...to run. High content in a relaxed atmosphere where you can meet all the right people. The standard is high. And from 9:00-5:00 we are all business.
"As usual Kevin, you way over-delivered at this year’s Influence Boot camp. Based on the quality of content and your choice of guest speakers, you provided an unparalleled VIP Experience." Brian Latta - Director of Trader Development TradeForeignCurrencies.com WOODS CROSS, UT
"Do you know approximately how long it will take
for the boot camp DVD to be produced? I am really
looking forward to watching again and again. Gary May
was awesome! I wish he had more time to cover all of
his presentation!" Scott Bell, Jacksonville, FL
"Absolutely loved the week in Vegas! I have been to all kinds of bootcamps etc. and quite honestly everyday by 3:00pm perhaps, I would be drifting off or justifying in my mind why I needed to leave early because keeping my attention all day is quite a task and I have to say, those thoughts never entered my mind. I just loved Ben and Dave. All of your material was great! I heard nothing but great comments from everyone there." Judy Munroe, Alpharetta, GA
Details?
The Luxor Hotel in Las Vegas
March 11-14, 2009
One Time Only in 2009!
(Want Monthly Installments? OK. See registration page.)
Your Schedule:
Wednesday, March 11 - 9:00am - 5:00pm
Thursday, March 12 - 5:00pm
Friday, March 13 - 5:00pm
Saturday, March 14 - 9:00am - 5:00pm
