Metodología y Evaluación del Curriculum

Far too many people get into a situation without having a clear idea of what they want to get out of it. They try to depend on their ability to respond to the variables of the situation and hope to find a quick solution based on what they discover after they get there. You may have an excellent ability to do this, but you will find that you can accomplish far more if you take some time beforehand and plan out what you want to get and how you intend to get it.

NLP literature talks a lot about outcomes. Actually, I did too, even before I studied it. It seems that people will either focus on outcomes, processes, or states of being.

Some people care only about how they feel about being where they are and doing what they are doing. These people are focused on their state of being. They are the easiest to persuade, and consequently the ones that have the hardest time persuading others. If this describes you most of the time, just remember that when you expect to enter into

Persuasion Training Page 127 with this approach is that everyone gets into a habit of using the same processes over and over again even when other processes are equally acceptable and would achieve a more desired result. You really need to choose your processes (techniques as we generally call them) based on what you’re trying to accomplish and the needs of the situation.

And the third class of people are focused on the final outcome,

“ the bottom line” as it’s generally called in business, and will choose whatever process or state of being that’s required to obtain the desired result. When you’re in this mode, it’s kind of like being an artist – choosing among the various tools of your art to bring your creation to life.

One objection that some people have to this approach is that it’s sometimes difficult to know in advance what the situation will be when you enter into the persuasion process. What does the other person want? What are they willing to do to get it? What are their limits? What mood will they be in? What mood will I be in? What techniques will they respond to? What approach will work with them?

There’s a reason why countries at war with each other will go to great lengths to gather intelligence data about their opponents.

Businesses also employ corporate spies to gather information on their competitors. Information can be the most powerful tool anyone can possess. The more you know going into any situation, the easier it is to do and say the right things at the right time.

Here’s an example of one thing you can do to gather information.

It’s an example I found in a book on negotiating, and it involves the purchase of a piece of property. We can use the same process in most other persuasion situations, and I’ve even known some people who have used a similar technique in dating situations.

Imagine you’re in the market to purchase some property. Maybe it’s a home, maybe a warehouse. Whatever it is, you would like to know the lowest price the seller may consider without throwing you out the door. You don’t want to just go into negotiations and place an offer for half of the asking price and risk losing all hope of making future offers.

So you hire someone to go in and do it for you. You instruct your spy to never mention your name and act as though they are acting in their own interests. This way, if the seller throws your spy out the

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door and breaks off negotiations, your reputation with this seller is still crystal clear, and you can send someone else with a better offer and gather more information. When one of your spies reports that the owner was uneasy about an offer, but seemed to be willing to consider it, you’ve just gathered an important piece of intelligence and can be confident walking in with that offer as a starting bid.

Some businesses will hire a person to investigate the internal workings of a competitor. These spies are instructed to get a job with the competing organization and work for them as an employee. They are to gather as much information as they can on the internal policies, vendors used, contracts held, and so on and pass this information over.

If you’ve ever wondered how a business can possible afford to offer what they do at the price they do, this is how you find out.

Sometimes you can gather information on your prospect much easier without having to employ spies. Let’s say you’re a counselor hired to help a client change specific behaviors. You can ask your client if they have ever successfully changed other behaviors in the past. If they have, then you ask them to describe what worked in the past. Now it’s an easy matter of using the same methods to effect the current changes desired.

In marketing, you discover what your target market wants by testing and conducting surveys. In the same way that spies are employed to discover the wants and needs of a competitor, test ads can be employed to discover what the market will respond to.

One of the best ways to ‘interrogate’ your market is to run a series of ads, each one focused on one end of each of the 6 scales of personality we covered in the last segment of this course. Run one ad that focuses on the pleasure that can be obtained by making a purchase. Run a separate ad that focuses on the pain that can be avoided by making a purchase. Compare the two approaches, and you will know what balance to use in future ads. Then you run test ads for the remaining personal dimensions and when you’ve covered them all, you’ll have a detailed ‘personality assessment’ of your target audience.

Then it’s just a matter of testing concepts, wording, and the order that the elements are presented.

Persuasion Training Page 129 possible, decide what you want to get out of it, and map out a plan for getting it. Obviously, minor persuasion situations won’t require as much pre-planning as more involved situations, so your planning could be as simple as doing a quick evaluation of your prospect, deciding what you want, and choosing which techniques you’ll use to get it.

Win / Win

I’ve seen many people walk into persuasion situations with the attitude of being determined to get what they intend to get whatever it takes, and walk out with nothing. I’ve also seen others walk into similar situations with the attitude of cooperation and win/win and walk out with more than their fair share.

This comes back to something we discussed in the Psychology of Persuasion chapter. It’s a lot easier to persuade someone when they feel you care about them and their wants and needs. They trust you more, and are more willing to consider your needs and wants.

The first step using the win/win approach is to have good intentions. If you’re selling a product, make sure the product is a good one. Same thing if you’re selling a service. Make sure that what you are offering to your prospect is worth what you are asking for in return. Even in personal situations where you’re asking someone out on a date. Make sure that you are able to provide a good experience, making the date worth that person’s time and the energy they invested into it.

When you have something good to offer, it’s much easier to persuade someone to accept your offer. This is such a basic concept, yet a large percentage of the world seems to forget this most basic foundation. When you have something good to offer, people will tend to tell others about it, and you won’t have to persuade them to accept your offer. They will want to persuade you to allow them to have it.

In business, this manifests as word of mouth advertising. Satisfied customers tell their friends about what your company offers, and soon you have people coming to you to buy your product or service without having to advertise. If you offer something which allows for repeat purchases, your satisfied customers will keep coming back to you over and over again, elevating your profit margins higher and higher.

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business is assured of success simply because you have a good product or service.

In relationships, the same thing occurs. If your partner is satisfied, they will tell others about how great a person you are, and you will have other potential partners trying to snag you away. And your current partner will keep coming back again and again to re-experience the pleasure of your company. Sometimes all it takes is creating good feelings through the conversational hypnosis techniques you’re learning here.