The hope and expectations you can create in your persuasive environment will predict your persuasiveness. Volunteers for an experiment were asked to participate in an experiment in prison settings. Half of the volunteers posed as prison workers, while the other half posed as inmates. The results were amazing. Previously tested to be psychologically sound individuals, the participants quickly became increasingly hostile, rude, unruly and abusive – both the inmates and the guards! One “prisoner” became so hysterical and emotionally distraught that he had to be released. The studio was supposed to last for two weeks, but it was canceled after only six days!
Have you ever noticed how people you think are going to be jerks turn out to be just that? And if there’s someone you’re especially excited to meet, then you meet them and you think they’re great! Often our assumptions and expectations about someone we are about to meet for the first time play out exactly as we have already envisioned them in our minds. Again, even when meeting someone for the first time, you will be sending subconscious messages about how they should respond and behave.
In one particular study, a group of high school students were brought together to hear a speech on how the minimum driving age should be raised. Half of the students were told to focus on the speaker’s speaking style, while the rest were warned that the speaker considered teens to be bad drivers. Two weeks after the presentation, the students were asked to complete a questionnaire. In general, the first group rated the speaker favorably and even leaned in favor of the position he asserted. The second group labeled the speaker as hostile and seemed to have completely disengaged from his message. Due to the expectations held for them, the second group of students were already on the defensive even before the speech began, leaving little room for persuasion.
An embedded command is a technique used to communicate with the conscious mind and at the same time send a message to the subconscious mind. The idea is to bypass the conscious mind and communicate directly with the subconscious mind. Embedded commands are a commonly used technique in marketing and advertising. Often embedded commands are small snippets that fit into the full sentence and are digested by the conscious mind.
Embedded commands are hints hidden within the written or spoken language. The conscious mind is not aware of its existence. Built-in commands create expectations without creating internal resistance. For example, Pepsi used to have the slogan “Have a Pepsi Day.” The embedded command was “Have a Pepsi.”
The most effective built-ins are short and to the point; they should not have more than two to four words. It’s much easier to use these commands in persuasive writing because you can visually highlight the command. When using this technique, first determine what exactly you are trying to tell your audience. Then, create the sentences where the embedded words and phrases fit logically and contextually. Finally, separate embedded commands in some visual way: italicize, bold, underline, highlight, or use a different color.
The built-in commands are also a powerful tool for speaking. Certain phrases have specific command forms that follow the “two to four word” rule. Phrases can include word associations, cause-and-effect statements, presuppositions, questions, hidden hints, or analogies. Essentially, we’re looking for phrases that jump out at you. Consider these examples:
*get rich
*Buy now
*Use this material
*How good it feels
*It will happen
* Read every word
*Learn how
*Follow my example
*Act now
*Change your life
* Be really interested
*You will understand
*Use this process
*Learn quickly
*Improve your results
*Use this skill
Studies show that embedded commands can change our attitudes or beliefs, even if we are not aware that this has happened. It is in this way that embedded commands are effective: the conscious mind has no opportunity to analyze or evaluate the material. We can then create expectations for behavior changes with built-in commands, as well as direct and indirect hints. The subconscious mind will create an internal reality to match the commands.
Everyone persuades for a living. There’s no way to avoid it. Whether he’s a sales professional, an entrepreneur, or even a stay-at-home parent, if he can’t convince others of his way of thinking, he’ll constantly fall behind. Get your free reports on Magnetic Persuasion to make sure you’re not left watching others get ahead on the road to success. Donald Trump said it best: “Study the art of persuasion. Practice it. Develop an understanding of its profound value in all aspects of life.”
Another application of the Law of Expectations is the concept of pacing and leading. This is part of NLP, or “neuro-linguistic programming.” Pacing involves establishing rapport and facilitating persuasive communication; Leading involves directing your prospect to your point of view. Rhythm and direction will allow you to direct a person’s thoughts so that they tend to move in their direction.
When you set the pace, you validate your prospects either verbally or non-verbally; that is, you agree or agree with your prospects. As a result, they feel comfortable and congruent with you. Rhythm involves the use of statements that everyone accepts as true. By doing so, you eliminate disagreement and get others to agree with what you are saying. The topic can be proven to be true or is commonly accepted to be true.
An example of a pacing question (obviously true):
Most people would love to be financially free and end their financial worries forever. Once you’ve established rapport and rapport with your prospect, you can create an expectation of agreement. You must have general agreement before you can bring your prospect to your point of view. Then start using statements that you want your prospect to agree with, even if they haven’t consciously and/or publicly acknowledged it.
An example of a trick question (that you want your prospect to agree to):
The answer to your financial problem is to provide the right training at the right time by the right person. So, to put pacing and direction in a nutshell, pacing statements are obviously true, so the potential customer has to accept their validity. Top statements can’t necessarily be proven true, but they do represent what you want your prospect to believe.
Conclution
Persuasion is the missing piece of the puzzle that will crack the code to dramatically increase your income, improve your relationships, and help you get what you want, when you want, and win friends for life. Ask yourself how much money and income you have lost due to your inability to persuade and influence. Think about it. Sure you’ve seen some success, but think about the times you couldn’t do it. Was there a time when you didn’t understand your point of view? Are you unable to convince someone to do something? Have you reached your full potential? Are you able to motivate yourself and others to achieve more and achieve your goals? What about your relationships? Imagine being able to overcome objections before they happen, knowing what your prospect is thinking and feeling, feeling more confident in your persuasiveness.
Kurt Mortensen’s trademark is Magnetic Persuasion; instead of convincing others, he teaches that you must attract them, just like a magnet attracts metal filings. He teaches that sales have changed and the consumer has become exponentially more skeptical and cynical in the last five years. Most persuaders use only 2-3 persuasion techniques when there are actually 120 available!