Praise for Covert Persuasion: "This book is a treasure trove of ideas you can use to turn a 'no' into a 'yes' almost instantly-in any sales situation." -Brian Tracy. Covert Persuasion Techniques (eBook) - Download as PDF File .pdf), Text File . txt) or read online. Principle of Association. Persuasion and Influence - The Powerful Law of Association. Covert Persuasion Technique - The Storytelling Persuasion Tactic.
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link-marketing.info 9/14/06 AM Page i Praise for Covert Persuasion “This blockbuster book blows the doors off of many of the persua- sion myths that are passed. Manipulation: The Master Secrets of Covert Persuasion & Hypnotic Influence Covert Persuasion: Psychological Tactics and Tricks to Win the Game. Andreas_Moritz_Timeless_Secrets_of_Health_and_Re(b-ok_cc).pdf TIMELESS SECRETS OF Andreas Covert Persuasion-Psychological Tactics and Tricks.
During one halftime talk to his team, who were losing , Holtz showed a highlight reel of unbelievable second efforts to get the ball, stay in bounds, or score. Everything you now have or ever will have, become, do, or ex- perience, you will get with and through other people. Ian Mac. I highly recommend that you go for the gold membership if you are considering purchasing this resource. Talk about persuasion!
Hypnosis is not always about putting someone into a trance state, but simply a process of communicating with the inner mind. This communication can be performed while the listener is in a completely normal, waking state of consciousness.
There are many more concepts that work together to create the irresistible power of conversational hypnosis. I can foresee writing a whole book on this subject. On the conscious level.
When you assume that the person you're talking to wants to follow your plan. Once you know these techniques. The people in your life doing what you want them to do. In classic sales training literature. In conversational hypnosis. Imagine how much smoother your life will be with these techniques. No more arguments.
Covert hypnosis or the more socially acceptable term. They do take a little practice to perfect. No more confrontations. But this is only the tip of the iceberg. For example. As you can imagine. The techniques that I've found are not difficult to use. I still have some studying to do before I can present a clear picture of the subject. The simplest description of what NLP is would be "a system of modeling excellence and setting triggers for recreating that excellence on command".
Part of the process is simply getting into the right mindset. In fact. Video 3. Apply Hypnosis. Without a doubt. Doesn't address how to use the information to persuade others. The gold membership does give you 2 extra books that will help you put the basic information into practice.
This is a fairly clear explanation of NLP which gives you a solid foundation for the topic. Video surveillance is considered covert when the cameras are hidden or aren't identifiable. I highly recommend that you go for the gold membership if you are considering purchasing this resource.
This book covers how to use conversational hypnosis at least in broad. For men. Participants did not explain that the reason for their belief was because of the experiment they took part in.
In each case it was attributed to other reasons. Many did not remember they even received this information in an experiment. Then each person in the two groups was given an article. Half the people in each group got an article that revealed that, in general, murder rates drop in states where capital punishment is made law. The other half of the people in each group were given an article that revealed that, in general, murder rates do not drop in states where capital pun- ishment becomes law.
The original beliefs were substantially changed—not in the direction of the evidence they were presented, but the opposite. Many people attempt to persuade others by telling them what happened to themselves in a certain circumstance.
What does work is when you can get clients to imagine them- selves performing the target behavior you need them to and experiencing in- ternally or externally that behavior in some way. Is resistance a thing that can be used up and re- plenished, like water in a tank? They were then further divided groups into four subgroups.
The first group was shown seven video clips of unfamiliar candi- dates running for office and where they stood on the issues. One group was asked to pay particular attention to the first clip.
The other three groups were told to pay attention to the last. Two of these last three groups were shown a travelogue of Fiji before the last video was shown.
One of these two remaining groups was told to think positively about Fiji. The other remaining group was told to make a list of all things that could go wrong on a trip to the islands. Finally, all subjects had to criticize each advertisement and candidate. They became less critical of the candidates as the experiment proceeded.
The clips were shown in different orders to different students. Reaction to the final clip depended on the approach that had been taken on the travelogue. If the subjects criticized the Fiji trip, they were more likely to look at the candidate positively.
If they were more likely to look positively at the Fiji trip, they were more likely to criticize the candidate. Skeptical subjects reacted differently. Skeptics were least critical of the first candidate and became increasingly more critical as time went on, regardless of the Fiji travelogue. Covert Power Project How can you use up resistance early on with your clients and cus- tomers, making them more susceptible to your message?
Option Attachment Three bad things can happen after the sale: One you already know: One I showed you: Anticipated Regret. The one I kept secret: Option Attachment. There she is. She has a choice between two good options. Guy 1 is attractive. Not that sharp. Not an idiot. Goes hunting and fishing whenever he can. Plays pool out of season. Knows a lot of people especially from the bar and hunting. Average income. Survives the job. Not a bad deal.
And the free- dom will be kind of nice. The lack of income will be a drawback but so what. Guy 2 is also attractive. Sharp as a tack. He has a few close friends that come over to the house but not many others. Likes to be at home more. Has a high income. Likes his work. Lots of time together. Lots of time to get to know each other.
Lots of time for playing, talking, cuddling. It would be nice not to have to worry about money. To be able to have no major stress there is very good, and he actually likes his work. What does she do? And what happens to her feelings about her decision and the good guy she leaves behind? She ponders the dilemma every day for weeks. No mat- ter who she chooses, one thing is certain and she is oblivious to this fact: As soon as she chooses, the other guy will appear to be a much better choice than he appeared just days ago!
But no, the opposite is the case. This is what happens with your customers when they think about your product or service. Your customer who thinks too long will feel that choosing is losing! Not a good thing. Anticipated regret is the situation in which the customer experiences a feeling of wanting to avoid regretting his decision later. This is true in buying cars, investments, and just about every- thing else in life.
And you can imagine the trouble that can come. The woman has for months thought and thought about her de- cision. And this is indeed one of the core elements of the problem.
The more someone has possessed something in her mind imagina- tion or in real life an actual external physical experience the more she will feel disappointed when she realizes she has let that other option go. In other words: Our woman is now seeing the guy she dumped as far more attractive than she ever thought and her emotional re- sponse is proving to her that she may have made a mistake. And just what is this feeling she feels?
She feels loss. Think of the feeling you get when someone you love dies or a pet dies. When she chooses her guy, the other guy becomes more valuable in her mind. It makes no difference whether any of this is logical or not. And remember, the guy she chose turns out to be a very good choice! Now she has lost him because of her decision.
Her feelings today reveal that her other guy option was better than she had thought. The other factor in the disappointment and feeling of loss? The degree to which she was attached to the other guy in her mind in the deliberation stage of her decision.
The scenario above is one that makes it easy to understand the concept of option attachment and sheds great light on some facts that you must know to retain customers and make decisions easier for your prospective customers. Do not allow time for your customer to develop a sense of attachment or ownership in the deliberation stage. The de- liberation should be fast. If you must explore more than one option with your client, then rapidly move the client from the option that is the poorer choice to the option that is the better choice.
Do not let the person begin to feel a sense of connection with an option that he will not ultimately get. Discuss an option, then make it obvious why it needs to be dismissed and dismiss it. Of course there is much more about option attachment that costs you thousands of dollars per year in business. Covert Persuasion Power: What Convinces?
They have said no. Now what? Here are some powerful ways that you can persuade the unper- suadable, and a few that they taught you to do and failed and you thought it was your fault.
This was once known as the Puppy Dog Close. Take the puppy home, and how could anyone possibly return it? This is why the guy that wanted to sell me a new driveway asked me to help him measure the driveway with his tape measure. You stay calm. I take the heat. The more often someone imagines a behavioral script, the more his intention and attitude change toward the desired behavior. If you can get your client to think of whatever experi- ence you want to have over and over again, or regularly over a period of days or weeks, he will become more comfortable with the experience and his attitude will change toward the behavior.
These changes do not occur when the main character in the imaging is not the person himself. The intentions and attitudes hold at least three days when pondering the real life experience. Unlike high pressure selling tactics, these tools persist and stick for a few days. This dispels some beliefs about visualization and reinforces oth- ers. More importantly, you now know what works. I wish I had known this 20 years ago. There are two ways people attempt to persuade. One works. Only highly evolved people will ever call into account their be- liefs about anything.
Persuading an intellectually lazy person to take up mental action is like getting a couch potato to run laps. Persuading an intellectual genius can be just as hard because they have spent so much time defending their beliefs on every level.
Changing beliefs can be tough. There are a couple of basic meth- ods by which you can try to persuade someone else. If you will recall, I shared with you that when people who hold a belief are presented with rock solid information showing their belief is false remember the capital punishment as a deter- rent to crime discussion in persuasion research they simply inter- nally defend their beliefs against the incoming new information and dig in deeper.
The person still believes. When people believe something, they believe it because of some reason s. It can happen to me! Wow, they must be real! They can see my past and future!
He was a great president. He blew it. Lousy president. Some- one sees it, they believe it. It should be becoming obvious that prejudice is, unfortu- nately, normal to all of us in many areas and aspects of culture be- cause of how beliefs are formed.
How are you going to change that? Beliefs, attitudes, prejudices, ideas. Could be logical or illogical, right or wrong, accurate or inaccurate. It is an argument. Creationism is an argument. Evolution is an argument. Cause is about what makes something happen. Something causes something else. Then there are noncausal arguments.
Only 1 in 2,, will die on an airplane this year. They evaluate what has happened. They often use statistics to support the argument. There is no life on any of them. There is here. That is a sign that God is working here and is real and present. If you want to change a belief in ways other than action and imagination you will need to know which kind of argument is likely to work. Beliefs can begin to change when something outside of the person triggers new or different representations on the inside of the person.
You must get the person to call into question his beliefs and not push a new belief structure onto him. Statistical evi- dence is almost useless in changing beliefs. People continue to behave and believe in the face of over- whelming evidence to the contrary of their belief, when the evi- dence is noncausal.
The proof is in the pudding. The participants were divided into four groups. In the second group, each person was given a booklet that detailed statistically that AIDS is not transmitted by casual contact. In the third group, each person was given a booklet that combined both of the above approaches. In the fourth group, each person was given a self-assessment test that had nothing to do with AIDS.
The most effective way to change beliefs was with causal arguments. The second most effective way to change beliefs was the combined method. Least effective not effective were noncausal arguments. Slusher and Anderson completed another more elaborate research project with more people and the extra variable that people could commit to take action on their new beliefs through volunteer work.
Once again, those who read the causal arguments were changed the most. Those who committed to take action on their be- liefs had even greater long-term change. It was absolutely hilarious. Great fun. I laughed and laughed. Of course none of them was ever on the show. But, as I just said, none of them was ever on the show.
They will tell their own friends that they were positive that they saw Ben on that one show. OK, so people have weird memories. Oh, just everything. You see, if you can apply the gold you learn here, you will add clients, be far more influential, and save sales you would have lost every time in the past.
How about virtually guaranteeing positive word of mouth marketing? Be prepared to be blown away. Said another way, people have multiple memories and playbacks of actual events. They might believe each story equally and completely forget their first recollection thinking you have lost your mind! Sometimes you were the good guy and sometimes you were the bad guy.
It collects information and shakes it up with other beliefs and attitudes and memories and external environmental influences and then gives you some output, and then the memory changes every time you bring it to mind. You hear an argument from an attorney or testimony from a witness. In fact, when the correct information is finally given, shared, or shown to the individual, the person still is largely influenced by his original ex- posure to the information or experience.
Once a person has formed a belief, it is difficult to re- place it or delete it. Participants in a research project were asked to figure out which suicide notes they were shown were real and which were fake.
After they finished reporting which notes they thought were real and why, then those that they felt were fakes and why, they were given feed- back about how accurate their guesses were. Later, when they were asked how well they thought they would do when first presented with the task, the participants reported something fascinating. Participants who were told they did poorly remembered that when faced with the project, they thought they would do poorly. Those participants who were told they did well re- membered that when faced with the project, they thought they would do well.
Participants were given feedback at random. Their reports were anything but. This kind of research has been done over and over again, in different contexts, and the results come up the same every time. In an article was shown to participants. The participants concluded that Nixon was indeed a crook. The suggestion of the article title was everything.
Wegner and Erber , showed in different studies that telling someone not to think of something makes it more likely that the person will indeed think of it. Indeed, this is how people think. In marketing, selling, therapy, and relationships your job is to head it off at the pass, if you can! Attempting to change the filter is like getting me to change the oil filter on a car, an arduous task at best. When psychologists are given information that creates a belief a kind of study that is far better controlled now than it has been in the past because of the huge long term effects of creating false beliefs in people , then told the information was made up, the psychologists still tend to believe what they were told or not discredit it com- pletely when evaluating information.
And these are people who should know how the mind works. Some felt the states should take care of the responsibility, some felt the government should. This was true regardless of which option was offered last. People pick the last choice. Sales of jams in a store increased by 10 times when people could sample up to six jams vs.
More choices increase sampling. Given the opportunity, even those students re- porting strong attitudes against cheating on exams immediately cheat when given the opportunity. What people say and what they do are two very different things!
When pollsters ask people what is the most important issue facing the nation people respond with hundreds of different answers that are completely different and in greatly differing percentages when pollsters ask people to choose from a list of op- tions which is the most important issue facing the nation. When people are asked about such hot topics as nuclear weapons they will respond with opposite opinions depending on how the question is phrased.
Framing is the ball game! From these and dozens of other valid and reliable studies we conclude that: Many people have beliefs about things that are not real, based upon questions about things like nonexistent Acts of Congress and not knowledge.
Key 1: Most people are fairly automatic in their behavior. They see a commercial and because they believe what they see with- out critical thought, decide what drink to drink, restaurant to eat at, or tax preparer to use, all based upon suggestion.
Once most people choose something, write something down, say something, whether it makes any sense or not, whether it is in their best interest or not, they tend to stick with that decision, regardless of how that decision was made.
Key 3: This is called the law of consistency. Many people make public statements that they have not thought out, that often turn into beliefs and permanent attitudes. The reason is simple.
We are taught that our word is our bond.
When we say something you can count on us. Super Key! Who Sticks with their Decisions? A recent research study had subjects make decisions among various choices: Which group stuck with their decisions? Group C stuck with their decisions more than 75 percent of the time. Group B kept their decisions half the time, and Group A tended to change their minds.
The lesson is to get your client to write things down as he participates in the sales process. He could write down anything from goals for the coming year to what he would really like in a car, a house, a stock portfolio, or a vacation time share package. The Covert Persuasion Tactics in this chapter are an ex- clusive collection of the closely guarded and little known subtle tac- tics used by the most successful professional persuaders.
When we are making our presentations and proposals to others in the business world, we should note that the following tactics are valuable in a one-on-one lunch date, afternoon committee meeting, or a seminar or speech before a group of 1, These tactics have been proven effective. While not every tactic works in every situa- tion, you now have in your hands a very special catalog of techniques to choose from to get the result you want in almost any situation and with almost anyone.
There are 55 tactics described in the following pages. You might want to read through all 55 so that you are aware of all of these tech- niques before returning to them and finding out all the ways you can use them in your encounters.
The Tactics 45 the information you need to become a better, wiser, and more intel- ligent consumer. Generally, people are more likely to have good rapport with someone else if they like that person. How do you know if you have rapport with some- one? Ask yourself this question: Does the person respond to me in a gen- uinely positive manner? If so, you have some degree of rapport. Rapport occurs on dif- ferent levels of communication.
People are very good at sensing if you are sincere. Something in their gut or their intuition will tell them to trust you or to turn you off. Sitting in a similar position, moving as he moves as in dancing. Another way to establish rapport is to talk about common terri- tory subjects.
You both like the Red Sox? You both fish or play golf? If you know that, utilize that knowledge. Content matters in rapport too. Without rapport there is no trust, no belief, and of- ten no persuasion.
Rapport n. People like to talk about what they are interested in. It lowers mental defenses and allows in new infor- mation—your new information. You can build a great deal of rapport, and even long term friend- ships, by showing and experiencing interest in what is important to other people.
Dale Carnegie, Zig Ziglar, and many others talk about develop- ing and demonstrating a sincere interest in the other person.
Because, if genuine, it allows a connection to happen on an emo- tional level that will allow you to have power and influence with the person that you otherwise would never have. When you use content to build rapport, you are using some- thing naturally of high interest to the other person. Fundamen- tally, we are all selfish.
Think about yourself for a moment. When you are shown a group picture that you are a part of, whom do you look at first in that picture? Of course, you look at yourself. This is exactly why using content that other people find inter- esting or connect with emotionally is such a powerful tool. From this point on, your persuasion attempt will fall on receptive ears. Becoming in-sync with another person or group can take a great deal of skill, in addition to the sincere interest that is necessary in building relation- ships.
How does the ice get broken when stories are very uncomfortable for your target?
Many of the people you will want to persuade were taught as chil- dren not to talk to strangers. They were taught to keep private mat- ters private. How do you help these people become comfortable with you? First, doing the same activity or processes they are involved in will help you to appear more similar to them. There will be a common or very similar experience that can help bond the two of you or you to your audience.
This common experience will help your target feel comfortable with you and everything you say. As you can see, there are many levels and situations where you can use the similar processes that you both are involved in as a point of connection.
Connecting with people is critical to your long-term success.
We all like people who we believe are like us. You do not want it to ever appear that you are copying or mimicking the other person.
If the other person believes you are trying to manipulate him, then your persuasion attempt just went from covert to overt, and because of that you will fail. Instead, you must be subtle.
Synchronization is the key. The Tactics 49 There are two levels of using this technique successfully. First, you must begin where the other person is; he must feel that you are just like him. He must identify with you on some level for you to have any power to persuade. Once you have connected on some level with the other person, you can then begin to set the pace and he will follow.
There is more informa- tion to follow in this area so that all your efforts remain covert. He has a sharp edge to his voice. Many people try to cheer this person up with a smile and cheery story.
When in doubt, pace your target. If your target has an edge in his voice, let your voice have an edge, even if just briefly. This vocal pacing will help put you in-sync with your client. Eventually you will lead your client out of this neg- ative state if that is necessary and into a different or more receptive state of mind.
Since we all speak with a measurable average number of words per minute, you can match their rate of speech. These two things alone will be powerful and subtle. One specific strategy is to speak with the same rate and tone as your target.
This Covert Technique, if done correctly, will literally put you in the same rhythm as your client. Your client will sense that rhythm and feel more comfortable with you. People who run together for exer- cise will end up breathing in similar patterns.
They become very in- tune with each other. If you assume the exact same body position and posture as your target he may feel uncomfortable. You want your client to feel so comfortable that his defenses go down and your request for compliance is heard with very little in- volvement or critical thinking. Everything from the environment to your beliefs to your unconscious conditioning changes your thoughts.
I want you to see the unexpected way that your physical movements change your thoughts. Researchers found that other body movements such as writing with a non-dominant hand can also influence attitudes, even about important issues such as self-esteem. Shaking your head does the opposite: It gives people less confidence in their own thoughts.
In another study, the researchers told 82 college students that they were testing the sound quality of stereo headphones, particularly how the headphones would perform when they are being jostled, as during dancing or jogging. Half the participants were told to move their heads up and down nodding about once per second while wearing the headphones. The other half were told to move their heads from side to side shak- ing while listening on the headphones.
All of the participants listened to a tape of a purported campus radio program that included music and a station editorial advocating that students be required to carry personal identification cards.
After listening to the tape, the participants rated the headphones and gave their opinions about the music and the editorial that they heard. The study found that head movements did affect whether they agreed with the editorial.
But the effect is more complicated than might be expected. The study found that nodding your head up and down is, in ef- fect, telling yourself that you have confidence in your own thoughts whether those thoughts are positive or negative. This is because the nodding movements increased confidence in the favor- able thoughts people had about the good arguments compared to shaking.
The Tactics 53 guments showed the reverse pattern. These students agreed less with the message when they were nodding than when shaking. This is because the nodding movements increased confidence in the negative thoughts they had about the poor arguments com- pared to shaking.
Another study found the same results occurred even when par- ticipants were evaluating something they knew very well: And it occurred with a completely different kind of body motion: In this case, the participants were asked to write down three good or bad qualities they thought they had with respect to their planned careers. But some were told to write with their right hand, while others were told to write with their left hand all were deter- mined to be right-handed.
They were then asked to rate how confi- dent they were in the thoughts they had listed. Results showed that the participants had more confidence in their thoughts when they wrote them with their right dominant hand than when they wrote with the left non-dominant hand. It is significant that these body movements can even affect confidence in thoughts about issues in our lives that are important to us and that we have thought about deeply, like our own self- evaluations. Changing physical po- sition changes internal states.
Getting in-sync with your client is the second step. Leading comes third. This is where the magic happens. You know leading is successful when the person follows you. If he does follow your lead a small physical move by you is mir- rored by him , then you have him at the unconscious level.
A couple of extra seconds in this stage can prove critical. Practice working your target just up to the threshold of con- sciousness—and stop before he becomes consciously aware. In these cases and in some face-to-face communication you lead by altering one of your vocal qualities. You may, for example, in- crease your speaking rate a little bit and induce a more enthusiastic attitude in the tone of your voice to help you bridge the conversa- tion to your product. The context of your discussion will help deter- mine when and if this is appropriate.
The Tactics 55 lower tone of voice, you can feel assured you have successfully de- veloped rapport. However, these three words had to be said with all the love and passion they could muster. What were the three words? Out of the two dozen pairs of students that participated, several started dating immediately afterwards, and yes, believe it or not, a couple of marriages resulted!
Your voice is an entire force unto itself. Pacing and leading is a process that creates comfort for you and your target because you are moving along at a pace that is appro- priate for your target.
NO YES. Covert Persuasion: Psychological Tactics and Tricks to Win the Game. Description About the Author Permissions Table of contents.
Selected type: Added to Your Shopping Cart. Praise for Covert Persuasion: I urge you to persuade yourself to buy this book and everything he's ever written and recorded.