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Entrepreneur success stories
Strategies Of The Most Successful People
In The World by alvin
donovan
"People are strategies waiting to be discovered."
Definition: Strategies are the particular
sequence of internal and external representations
that lead to a specific outcome. Human experience
is an endless series of representations. To
deal with this endless sequence it is useful
to punctuate it in terms of outcomes.
Some major categories of strategies are excellence,
decision, learning, motivation, buying and
convincer.
The key to all successful persuasion is being
able to "aim" or "sequence" your message at
the person you are persuading in such a way
that they can not say no because it is what
they are already doing all of the time.
People have a naturally developed "sales/persuasion"
resistance. So, your job is to elegantly present
whatever you say in a way that blows right
by any resistance.
In fact, it makes the person salivate to hear
more and take action on what you say because
it is how they normally do it all the time.
After all who normally likes to say no to
themselves?
You must learn to think, talk and write in
terms of process not content, to immediately
become successful in persuasion.
Think of it this way, process is the direction
and content is the method of travel. Obviously,
if you spend all of your time concentrating
on your method of travel, you will not get
very far.
Questions like, "What caused..." and "How
did you decide to..." will get you process
information. The best ways to uncover process
oriented information is to listen for it with
your ears and look for it with your eyes as
the person you are persuading talks. They
give it to you left and right.
In fact, they cannot not give you their strategies
because it is what they are doing all of the
time. With practice, persons strategies will
be as obvious to you as their name, clothes
they are wearing etc.
General strategy elicitation and employment:
1.Determine outcome
2.See, hear, feel, make sense a movie doing
it perfectly and step into it.
3.Put yourself in the optimum physiology,
attitude and intention for excellence.
4.Establish rapport.
5.Check wiring.
6.Ask basic questions: "How do you decide,
know etc. What happens first?"
7. Use all accessing cues: Look with your
eyes and listen with your ears.
8. Calibrate.
9. Backtrack to get the next step.
10. Make sure you get a logical sequence.
11. Make sure you have all the key functional
pieces.
12. Beware of your own bias toward your own
strategies.
13. Elicit major representational modalities
until complete.
14. Unpack criteria lists
15. Elicit and do not install: More than one
option, use contrast, counter example.
16. Feedback the sequence wrong and calibrate.
Take a picture.
17. Feedback the sequence right and calibrate.
Take a picture.
18. Cycle for intensity and keep going for
the right picture until you readily truly
achieve your outcome.
Convincer strategy elicitation and employment-
It is the process one goes through in their
mind in order to become convinced. Once I
know it and use the process and fill it in
with my product or service they will buy.
Here is how it works
a) Ask "How do you know when X? i.e. How do
you know when an investment is one that you
will buy (sell)? What is the procedure you
(or the investment committee) goes through
from start to finish?
You will get one of five answers
i) see
ii) hear
iii) read about
iv) Do or feel
v) Criteria lists
Then ask
b) How many times do you need to X to convince
yourself?
You will get one of four answers
i) Number of times
ii) Length of time
iii) Automatic response- right away.
iv) Consistent response- each time.
Now you- Cycle through and do it wrong, calibrate.
Take a picture. Cycle through and do it right,
calibrate. Take a picture. Let the correct
cycle be your first PPP and keep cycling for
intensity until you achieve your outcome.
Personal training tip
Instant decision to agree (buy):
Ask "When have you looked at something and
knew it was absolutely right for you, it was
the perfect thing for you and you have been
right through the years?"
Watch where they focus their eyes and present
your product at that good
convincer spot.
Hint- you might need to ask
"What was it?"
Criteria List
Without unpacking and using a persons criteria,
you will never succeed in your persuasion
efforts. You will discover the persons criteria
in the "criteria list" step of their strategy.
Using this information will allow you to "customize"
everything you say so that it has the maximal
effect on that person-right then.
The reason is that the criteria list is what
we use to "test" if something is a good decision
or not.
Here is how to do it now:
The question to ask to elicit criteria list
is:
"What is important about (here fill in the
context) for you?"
EXAMPLE:
1. What is important about investments to
you?
2. What is important about improving your
influence skills?
3. What is important about a X you will buy?
Criteria-It is what a person uses to decide
if something is good/bad etc. As he cycles
through his decision process, his criteria
must be met for him to make a yes decision.
It is what drives a person to take action
or to avoid it.
The more closely your product or service matches
the person criteria that you are persuading,
the more impact you will have.
For influencing purposes, the more you refer
to their criteria list and link it to your
product, service or proposal, the more impact
you will immediately have.
Criteria, properly used, can eliminate any
objection.
However, you do not stop there. Once you get
the answer to the question, above, you then
ask it repeatedly until you get a "hierarchy"
or Criteria List of value information that
will absolutely stun you as to its effectiveness.
Then, cycle through once and do it wrong,
calibrate. Take a picture. Cycle through once
and do it right, calibrate. Take a picture.
Let the correct cycle be your first PPP keep
cycling for intensity until you achieve your
outcome.
Fill in the blanks with your criteria for
learning this information.
The function of criteria- All criteria serves
to move a person towards an objective or away
from a problem. This is called, for simplicity
the Towards/Away pattern. This is the basis
for all motivation.
Toward- Words like: Attain, Achieve, Goals,
Include; Accomplish, Solutions are what you
will hear when a persons criteria is moving
them toward.
Away from- Words like: Avoid, Get Away From,
Evade, Exclude, are what you will hear when
a persons criteria is moving them away from.
The question to ask to determine move toward/away
is:
"What will having (name their criteria) do
for you?"
Examples of move toward answers:
1. Q. What will having a passive income do
for you?
A. It will enable me to buy more of what I
want.
2. Q. What will having high quality do for
you?
A. It makes me feel good knowing that I can
afford the best.
3. Q. What will having superior influence
skills do for you?
A. It makes accomplishing all my goals easier
and faster.
Examples of move away answers:
1. Q. What will having a passive income do
for you?
A. It makes sure I won't have to work when
I get older.
2. Q. What will having high quality do for
you?
A. It guarantees me that what I buy won't
break down.
3. Q. What will having superior influence
skills do for you?
A. If I have superior influence skills, I
won't get told no as often.
Now, cycle through one time to calibrate that
you have it. Take a picture. Let the cycle
be your first PPP to link the criteria to
your product and keep cycling for intensity
until you achieve your outcomes.
Alvin Donovan, founder of the investment bank
http://www.KiwiGrowthPartners.com, is the
co author of
Make More Money NOW and has also been
a consultant/faculty member for several of
the world's largest management institutes.
Article Source: ArticleRich.com
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