You may be thinking that we’ve covered some serious covert persuasion strategies so far. But this next Hypnotic Influence technique is truly a mind controlling strategy.
Just think for a moment, what was it that got you reading the words on this page? What was it that drew you to this information? More wealth, more power, more confidence?
If so, it’s safe to say that you value either wealth, power, confidence, and maybe something else that attracted you to this information?
And if this information had absolutely no value to you whatsoever, it’s probably safe to say that you wouldn’t be reading this, right?
Guess what. You will only influence people to do what you (they) want if you appeal to their values.
People organize what is important to them in their minds. Their values are the key to their identity and self-image. When you offer products or services that are inline with their highest values, you are connecting with their core desires and thus hold extreme influential power.
It’s not necessary to hide your desire to know someone’s values. In fact, people find it very comforting and complimentary to know that you care about what they care about. So all you have to do is ask:
- “What’s important to you about X?”
- “What do you value most about X?”
(Note the difference between values and qualities. Values are stated as abstractions while qualities are behaviors or characteristics. If they say that “trust” is important, then you’ve got a value. If they say “a service that’s dependable” then you’ve got a quality. To get the value from the quality, ask, “What does a service that’s dependable allow you to experience?”)
Next, find the rules or standards that a person uses to attain their values:
- “How do you know when you have the value?”
Then you can determine a person’s value hierarchy:
- “Which is more important, having value 1 or value 2?”
Finally, link your product or service to those values in order:
- “I wouldn’t tell you to buy my product now, but if you want to experience value 1, value 2, and value 3, I can guarantee that soon, you will look back on today and be proud of your decision to buy my product.”
Gathering and utilizing the appropriate information will quickly pinpoint what changes are required to eliminate problems and to open profitable new possibilities of action. At the very least, the information required is:
- What do you want? (Desired outcome)
- What is happening now? (Present state)
- What stops you from getting what you want? (Problem state)
- What do you need in order to get what you want? (Resources)
- How would you know if you were moving toward your goal? (Feedback)
- Have you ever got it before? What did you do then? (Resources)
Eliciting and utilizing someone’s own resources is the most effective way to direct their behavior and get the results you want. Ask the right questions and let them tell you exactly how to influence them.
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