Obamacare, Abortion, Gay Marriage and Christmas aren’t going away

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This post is going to upset some people and

that’s okay because we’re all entitled to our opinion. What I’m going to share
is my opinion but it’s rooted in the psychology of persuasion.

Obamacare, abortion, gay marriage and
Christmas aren’t going away anytime soon. It seems as though each of these
cause intense debate because there are passionate people on both sides of each issue
– those for and those against.
Why do I believe neither Obamacare, abortion nor
gay marriage will go away? In a word; scarcity. This principle of influence
tells us people value things more when they are rare or going away. It’s the
reason we react so strongly when we think we’re going to lose something.
Think back to childhood when you got that long
awaited privilege; to eat dinner in front of the television! You begged and
begged, for what seemed to be a lifetime, to get this golden opportunity. Then
one day your mom or dad caved but assured you it was a one-time thing. And
what happened the next day? You asked again but this time heard, “No.” You
protested, “But you let me yesterday!” Arguments became commonplace and I’m
willing to bet as time went by you ate in front of the TV more and more.
Parents are usually hesitant to extend privileges
like dinner in front of the TV, staying up later on school nights or getting
candy at the store because they know its inevitable there will be arguments
down the road. Once we have something we don’t want to give it up and I believe
the same principle will dictate people not wanting to give up these “rights.”
Women have enjoyed freedom of choice for
several decades; tens of millions will
enjoy access to health care with the passage of Obamacare; and more and more
people are heading to states where they can legally marry their same sex
partner. If the government tries to take away any of these rights/freedoms I
think there would be violent protest because it all goes back to scarcity, the fear of
loss. As hard as people worked and as vocal as they may have been to gain these
rights they’ll work even harder and be more vocal in their attempts to stop any
legislation that might repeal them.
How does this apply to Christmas? Every year
in December we hear people talking about “the war on Christmas.” Let me state
emphatically, there’s no “war.” Go ask a veteran who’s seen combat if the
debate over Christmas is anything like war and they’ll set you straight. There
are however, many people who want to limit or do away with Christmas for a
variety of reasons.
I believe Christmas will be around for a long
time too because so many people want to keep it. It’s the same psychology that
applies to Obamacare, abortion and gay marriage, and it will propel people to
fight hard to keep their Christmas traditions.
Another reason I think Christmas as we know it
will survive is because the other side isn’t fighting to gain something,
they’re only seeking to prevent people from tying in Christ to Christmas and
thus making it a religious observance.
As I noted earlier, people will work much
harder to keep what they have than they will to gain the very same thing.
Studies show the average person will work about twice as hard to keep the same thing,
as they will to gain the very same thing.
How does this apply to you? Understand
whenever you seek to take something from another person or limit them in any
way it’s very likely you’ll be met with resistance because that’s human nature.
So before you extend something – eating in front of the television, a new
compensation plan, an offer to help – make sure you’re willing to deal with
some rough consequences if you decide to change your mind because whomever
you’re dealing with will feel the pull of scarcity and react accordingly.

 

Brian, CMCT®
influencepeople 
Helping You Learn to Hear “Yes”.

A Call to Lay Down Your Weapons of Influence

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In America there’s a debate raging and millions of people are lining up on opposite sides of the issue. The debate has to do with constitutional rights vs. public safety. You probably know I’m talking about the gun control issue that’s come to the forefront of national attention after the Sandy Hook tragedy last year. At the center of the debate is gun ownership and in particular assault weapons.

This post has to do with that debate because it’s about weapons. If you’ve read Robert Cialdini’s classic book, Influence Science and Practice, then you know it was born out of his curiosity about why he was such a “patsy” when it came to the “pitches of peddlers, fund-raisers, and operators of one sort or another.” He wrote, “I wanted to find out which psychological principles influenced the tendency to comply with a request.” Thinking of himself as someone who was taken advantage of more than he cared to admit, a few sentences later he characterized these psychological principles as “weapons of influence” because quite often they were used against defenseless people. I say defenseless because manipulators understood the principles but their targets of influence didn’t and that gave manipulators a huge advantage. Cialdini held to this viewpoint so much so that at the end of each chapter ideas are presented on how you can defend yourself against the manipulative use of these weapons of influence.

Nearly 30 years have passed since Influence first hit bookstores and times have changed when it comes to people’s views on influence and persuasion. After selling nearly 2.5 million copies, people have embraced the idea that the psychology of persuasion can be used in an ethical manner to create more win-win situations than ever before. People have embraced the concepts from Influence so much so that it was named the top sales and marketing book in The 100 Best Business Books of All Time.

Considering the change in attitude toward influence I’m writing today to ask people to banish the “weapons” terminology from their vocabulary when referring to the principles of influence.

Why now? As I scanned my Twitter feed one morning I saw a post that referred to one of the principles of influence as a weapon of influence. All of a sudden it didn’t sit well with me and as I analyzed it all the thoughts I’m sharing here came to mind. If I knew what was meant by “weapons of influence” and didn’t care for it I wondered how others might perceive the terminology.

First, the weapons terminology doesn’t conjure up positive thoughts, particularly during this time of tense, heated debate around the subject. If we truly believe small changes (i.e., using certain words at particular times in specific situations) can make a big difference – indeed that’s what influence is all about – then I argue “weapons” can’t be helping our cause when it comes to teaching people about the ethical use of influence. Consider the following:

If you didn’t know anything about influence how likely would you be to attend a workshop where you’d learn about using weapons of influence? Some people will go but I suspect many will subconsciously make an automatic decision not to consider the workshop.

How might your customer feel if they found out you were using weapons of influence on them? It’s not likely they’ll believe you’re using those weapons to defend them. Rather, I suspect they’ll feel you’re using those weapons against them in an effort to defeat them and get what you want.

We all know things can be used for good or bad. Guns in the hands of our military are good when they help defend our freedom. They’re not so good in the hands of bad guys. However, as I noted at the beginning, with the national debate raging, using weapons terminology will provoke the wrong images and emotions for too many people.

I prefer talking about ethical influence. When I teach I encourage people to look for principles that are genuinely available to the situation they find themselves in. If they look hard enough they’ll find some just waiting to be used.

Next you want to incorporate the principles into your request in a way that’s truthful. In other words, don’t tell people there’s a time limit – scarcity – if there’s not. Don’t tell people how “everyone” is using your product – consensus – when they’re not.

And finally, look for what Stephen Covey called “win-win” situations. Your product, your price, your idea, whatever you may be trying to persuade someone about will not be right for everyone. Sometimes honestly pointing that out will get you recommendations because people will trust you – authority!

In closing I ask you to join me and lay down your weapons of influence and in their place pick up the tools of ethical influence that build. I encourage you to start thinking of the principles of influence as tools that can help build relationships, overcome doubts and motivate people to action. Will it make a difference? I believe it will, because small changes can lead to big differences.

Brian, CMCT®
influencepeople
Helping You Learn to Hear “Yes”.

Good Advice or Not – Expect the Worst and You’ll Never be Disappointed?

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Last year I traveled a lot and this year I have even more scheduled. Fortunately I enjoy it so it’s not a burden. I knew I must have been on the road a good bit last year, though, because each time I saw co-workers or friends they’d make comments like “world traveler” or “where have you been lately?” During my travels something happened that caught my ear and I thought it would make for a good blog post.
When I travel I park at the Thrifty lot at Port Columbus. It’s really nice because I pull up, someone gets in my car then I drive right up to the terminal and they go park the car for me. When I return my car is waiting for me with the engine on, A/C or heat blasting, and the bill is prepaid. Pretty nice!
As I was driving to the terminal for one of my trips I was making small talk with the Thrifty valet and the subject turned to the weather. He made a comment about bad weather and I corrected him saying I’d heard it was supposed to be nice. He replied, “I’ll expect the worst then I won’t be disappointed if it happens and I’ll be happy if it doesn’t.”
I often talk about the contrast phenomenon which tells us how we experience something is dramatically impacted by what we experience beforehand. For example, if I know you need some money and I offer you $100 then tell you I was kidding and give you $10 you’re probably a little bummed. However, if I say I only have a dollar on me but then come up with $10, which I give you, you’re probably pretty happy. The same $10 gets two completely different responses because of what happened moments before in the expectation I created.
Essentially the valet was employing a self-defense mechanism. He didn’t want to be disappointed if the good weather failed to materialize. In his mind, by expecting the worst he wouldn’t feel so down if bad weather did come about but he also thought he’d enjoy the nice weather even more if it proved to come true.
I’m sure in his mind he felt he’d win either way. If that’s the case then why not view all situations that way? On the surface that makes some sense but what I’ve noticed with people who view events in life like that, they also tend to look for the negative in most things and that negative outlook influences many other things. Here are a few examples:

You want to win the big game badly but to keep disappointment at bay you tell yourself you probably won’t win. How likely are you to succeed? Not very likely because that sounds like a self-fulfilling prophecy for failure.

Do you think people like to be around someone who always throws a wet towel on the possibilities? No, so you might end up with very few close friends.

You see someone you’d like to meet but think, “They’d never go for someone like me.” How much nerve will you work up to go talk to that person with that thought process? Probably none.

It may be the case with things that are outside your control that it’s wise to occasionally consider the downside and be realistic about it. However, in general you’ll probably be a much happier and likable person if you choose to look on the bright side. And I’d say you’ll enjoy more opportunities with a positive attitude because there will be many things you never attempt and many more failures with a negative attitude. Teddy Roosevelt said it best when he shared with the world:
“It is not the critic who counts; not the man who points out how the strong man stumbles, or where the doer of deeds could have done them better. The credit belongs to the man who is actually in the arena, whose face is marred by dust and sweat and blood; who strives valiantly; who errs, who comes short again and again, because there is no effort without error and shortcoming; but who does actually strive to do the deeds; who knows great enthusiasms, the great devotions; who spends himself in a worthy cause; who at the best knows in the end the triumph of high achievement, and who at the worst, if he fails, at least fails while daring greatly, so that his place shall never be with those cold and timid souls who neither know victory nor defeat.”
I’ll close with this persuasion advice – stay positive my friends.
Brian, CMCT®
influencepeople 
Helping You Learn to Hear “Yes”.

Don’t take it Personal. It’s Just Business.

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“Taken” is a movie that tells the story of a
young girl who goes to Europe with a friend and is kidnapped. She’s sold into
the sex slave trade but fortunately for her, and unfortunately for the bad guys,
her father, played by Liam Neeson, is a badass ex-CIA type who is used to
solving problems in a ruthless way.

I’ll never forget Jane and I watching “Taken”
in the theater just days before we were about to put Abigail on an airplane to
see her Aunt Eva in New York City. Not the most comforting feeling to know there are
sick people out there ready to prey on the innocent and unsuspecting as you’re
about to send your 13-year-old daughter on her first solo trip!
As Neeson closes in on finding his daughter,
he finds himself at the party of a very rich businessman. The businessman has a
secret; despite being a father he is running a sex slave trade where people are
paying hundreds of thousands of dollars for young women. Neeson learns that his
daughter is at this house and is about to rid the world of this thug and just
before he does so there is a brief exchange:
Bad Guy – “Please understand it was all
business. It wasn’t personal.” [Hoping to be spared]
Liam Neeson – “It was all personal to me.”
[Shoots him]
For those of us in business, while not enduring
the kind of situation Neeson found himself in, we’ve probably heard something
similar countless times from much nicer people – “Don’t take it personal, it’s
just business.”

But the reality is this; we do take it personally.
Think about how people describe themselves so often:I’m a fireman.

I’m a salesman.
I’m a nurse.
I’m a …
Much of our being is wrapped up in what we do,
“I am.” That’s only natural because from about age 20 through 65, many people
will work upwards of 100,000 hours! We spend more of our lives at work than
with our loved ones so how can we not heavily associate our identity with what
we do? If that’s the case then it’s almost impossible not to take it personally.
So how do we avoid taking it personally? By
building relationships that are so strong they can trump almost all other
reasons to do business with us. Jeffrey Gitomer, a well-known author and sales
trainer puts it this way: “All things being equal, people want to do business
with their friends. All things being not so equal, people still want to do
business with their friends.”
Gitomer’s philosophy goes to what Robert
Cialdini calls the liking principle. This principle of influence reminds us that
people prefer to say, “Yes” to those they know and like. It’s a very powerful
tool when it comes to influence.
I’m a realist and know friendship won’t trump
everything. There’s a certain price for which people will switch. How big that
difference is depends on a lot. However, I bet many of you reading this can
think of times you’ve chosen to do business with someone despite their pricing
being higher because of the friendship you have.
Here’s some proof in case you’re a skeptic. A
study was done with students from Stanford University and Northwestern. The
students were given the task of negotiating a deal. Half of the students were
told to “keep it strictly business” while the other half were encouraged to get
to know their negotiating partner; exchange pictures, emails, etc.
Did getting personal make a difference? It
most certainly did! Five times more “strictly business” students got deadlocked
in their negotiations as compared to the “get to know your partner group.” That’s
right, five times more (30% vs. 6%). Would it be beneficial for your business
if you could seal the deal significantly more than you’re currently
doing…without having to spend more money? All it takes is a bit of effort and
conversation to do these two things:
  1. Take time to find similarities with people you
    do business with. Talking about what you have in common is an easy way to bond
    with another person.
  2. Look for things about the other person you can
    genuinely compliment and then compliment them. They’ll feel good about you and
    you’ll convince yourself they’re a pretty good person in the process.
Fortunately we don’t have to try solving our
business problems like Liam Neeson had to. Give these two simple ideas a try
and you’ll build better relationships — the kind that will make, “Don’t take
it personal, it’s just business,” a thing of the past.

Brian, CMCT®
influencepeople 
Helping You Learn to Hear “Yes”.

Influencers from Around the World – How NOT to Sell a Dishwasher

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This week you’ll read a funny story about how
not to sell. It comes to us all the way from Italy and is based on the real
life experience of Marco Germani. Marco has written guest posts for me for
about three years now. I think you’ll see humor in his situation and the value
a good salesperson can bring to customers. Along the way you’ll also get
several tips on how to be a better salesperson.
Brian, CMCT®
influencepeople 
Helping You Learn to Hear “Yes”.
How NOT to Sell a Dishwasher
A few weeks ago I went to a large household
appliance shop in Rome with the intention of buying a new dishwasher. I have
almost zero knowledge about this kind of machine but didn’t have time to perform
an accurate search on the Internet. Because I didn’t understand which would be
the best buy for me (among the dozens of models exhibited), I decided to rely
on the advice of the store clerk.
I approached the clerk with this question, “In
your opinion, which is the machine with the best quality/price ratio?” From this
point forward the guy presented himself in one of the worst sales performances
I have ever seen in my life. It was so bad I decided to write an article for
this blog about it. Let’s sum up the main mistakes he made:
1. MISTAKE: He asked no questions.
In reply to this question the clerk started to
list all the brands and models the store had in stock. He should have asked me
a few questions instead in order to better understand my specific needs in
terms of a dishwasher.
“Why are you buying a new machine today?”
“Did the old one failed and if so, why?”
“How often do you wash your dishes and how
many people in the household?”
There were some basic questions I expected him
to ask but he didn’t. It’s like going to the doctor and the doctor just starts
listing all the drugs available without first investigating your symptoms, Not
good!
2. MISTAKE: He was completely unprepared on
the products.
The machines available in the store ranged in
price from 300 to 1,500 Euro. While it was quite easy, even for the untrained
eye, to spot a difference between the most expensive machine and the cheapest
one, it was surely more tricky to understand the difference between a machine
of the same size, priced at 500 Euro vs. one priced at 650 Euro. At one point I
asked him about the difference between two machines, which happened to be the
same brand, that had an 85 Euro price difference. This should not be a
difficult question for somebody who makes a living out of selling these types
of appliances! His answer was, “I guess the more expensive one has more washing
programs.” I thought to myself, “You’re paid to guess rather than to provide
information.” Trying to go a bit deeper into the question I soon realized his
knowledge of the products was close to mine, which made him almost completely
useless.
3. MISTAKE: He presented the prices in the
wrong order.
Not knowing how to move forward, I tried a
different question, “Which one would you buy for your family?” He told me he
would have probably bought a Bosch machine priced 659 Euro or an Ariston
machine priced 779 Euro, or why not the Candy machine priced at 809 Euro. Had
he knew the basics about how to present a price, he would have started the list
with the most expensive one and he could have answered in the following way, “
I would surely buy the Candy, at 810 Euro. It definitely has the best
quality/price ratio and in 20 years it will work as smoothly as it does today.
I do understand, however, it is a bit on the expensive side so an alternative
might be the Ariston at 779 Euro because it’s a very good machine indeed. It’s close
in performances and consumption to the first one.” With this kind of
presentation, the 779 Euro of the Ariston would have appeared to be a good deal
had I not opted for the more expensive machine.
4. MISTAKE: He did not close the sale.
At this stage, I was seriously thinking about
leaving the store and going somewhere else so I told him I just wanted to think
about it. The guy said okay and left me there so he could “assist” another
customer. As he left he told me to call him if I needed him. Very bad! That’s absolutely
the best way to lose the sale. He should have asked something like, “Exactly, what
do you want to think about? Is it the price or something else?” He could have
asked, “Is there any way I can help you think about it? Do you need some
additional information?” In other words, you never want to leave your customer,
who already gave you buying signals, on his own before you even tried to close
the sale.
I really needed the machine (the old one
failed and washing dishes by the hand is not in the list of my favorite leisure
activities and my wife claims to be allergic to dish soap) so I ended up buying
a mid-priced machine and left feeling unsure as to whether or not I’d done the
right thing. With a more skilled clerk I probably would have spent more and
felt better about it. I wonder how much money that shop is losing every day
because of an incompetent salesman? Poor salesmen like the guy I encountered is
good news for those who study sales and the principles of persuasion. Studying
those two disciplines will help salespeople bring more value than a regular
store clerk who’s never spent time studying either subject and the end result
will be significantly better sales.
Marco Germani
mgermani@email.it

What’s Aristotle’s Best Persuasion Advice?

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Last week I quoted Aristotle in the post about Lance Armstrong. The great Greek philosopher, is credited with telling the world, “Character may almost be called the most effective means of persuasion.” I had a chance to see that up close and
personal not too long ago.

Many of you reading this may be familiar with the tragic story of Josh Brent and his late friend Jerry Brown. Jerry died in a car accident in December when Josh was behind the wheel. According to police reports, Josh’s blood alcohol level was twice the legal limit to be considered drunk. In an amazing act of kindness Stacey Brown, Jerry’s mother, forgave Josh and asked his Dallas Cowboys teammates to do the same.
On December 16 the Dallas Cowboys played the Pittsburgh Steelers in a nationally televised game and Josh Brent was shown on the sideline with his teammates. The Cowboys organization thought that was a way to
support Josh as he struggles with the reality of his actions. The American public didn’t see it that way and Facebook and Twitter lit up with comments asking how the Cowboys could do such a thing. I was among those who posted a comment because it was inconceivable to me that someone getting ready to go to court for the manslaughter of his best friend, while intoxicated, would be allowed on the sidelines, especially given the fact that the National Football League has had such a big problem with players and substance abuse.
Several people commented on my post and I made a joke that Josh’s next game will be as a prisoner in The Longest Yard 3. That’s when a friend, someone whom I respect very much, weighed in and wrote, “Jerry Brown’s mother has forgiven Josh. Please don’t dishonor her or her son with these comments. Thanks so much fellas.”
Immediately I was convicted. I still disagreed
with the decision by the Cowboys organization but my second comment was insensitive and my friend was 100% right. But what really made the difference for me was the respect I have for my friend. He didn’t need to do anything except share the truth and because of how he’s conducted his life it carried the weight of the world for me.
I deleted my original comment and the subsequent comments from my Facebook wall then sent a message to my friend to let him know I heard him, that I was wrong, and that the comment had been removed. He
replied as follows:
“My niece was killed by a drunk driver; my sister was maimed by a drunk driver, losing the use of her leg. I am adamantly opposed to drinking and driving. I can’t imagine what this young man will go
through knowing what he did to his best friend. My guess is that his teammates are just trying to help him get through it. You are a great friend and I know you would do the same for me if I screwed up like this; while still kicking my butt for being so stupid.”
I didn’t know this about my friend’s family history with drunk drivers. As I noted earlier, because of how my friend has conducted himself over the 20 years I’ve known him he had the right to set me straight. It never feels good to be called to the carpet but I’ve learned the best approach is to take Dale Carnegie’s advice – When you’re wrong admit it quickly and emphatically.
I teach people about the psychology of persuasion because I believe it’s a necessary tool for success and happiness. However, even if you don’t consider yourself an expert on the principles of
influence there’s another tool that’s completely within your control – your conduct, which builds or destroys your character. Do the right thing and you earn the right to speak into people’s lives because Aristotle was correct, “Character may almost be called the most effective means of persuasion.”

 

Brian, CMCT®
influencepeople 
Helping You Learn to Hear “Yes”.

Lance Armstrong, a Modern Day Robin Hood? Hell No!

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So last week, Lance Armstrong confessed to Oprah Winfrey that he did in fact use banned substances during his career. While this might be a surprise and disappointment to the general public, it wasn’t a shock to anyone inside the sport of cycling nor was it to most athletes. Whenever we see superhuman performances like winning the Tour de France seven times, Flo Jo smashing the 100-meter dash record by a half second, or Roger Clemons pitching at a Hall of Fame level well into his 40s, we should be very leery.

As I listened to Mike and Mike on ESPN radio driving to work they brought up the point that some people have equated Lance Armstrong to a modern day Robin Hood because he helped so many, despite breaking the rules. I say, “Hell no, he isn’t a modern day Robin Hood!”
First, Robin Hood was a fictional character. We see many fictional charters we wouldn’t tolerate in real life. Arnold Schwarzenegger plays some pretty cool action heroes in his movies but would we really tolerate such characters in the real world? Of course not, and it showed when his funny quips, best left for the movies or Saturday Night Live, got him in trouble on a number of occasions while governor of California. Remember the “girlie man” quote he made about budget opponents?
Robin Hood’s motive was all about helping the poor because they were oppressed by the local government and a corrupt sheriff. If you’ve followed Lance Armstrong over the years then you know Lance’s motive was Lance, pure and simple. With his notoriety he was able to help people but it was still about Lance, from the starting line to the finish line.
I heard one commentator say Lance knew he had to do this (confess), that he had no choice. He went on to say he also realizes it’s the right thing to apologize to those people whose lives he ruined. Did you notice it was about Lance first and the people he hurt second? If the right thing had been his motive then perhaps in the absence of the overwhelming evidence he would have approached those same people and apologized for what he’d done, then confessed to the world.
People have said, “But look at all the good he did.” Can’t the same be said for Joe Paterno when it comes to Penn State and their student athletes? Joe Pa had a very positive impact on both but this line of thinking is “the ends justifies the means.” In other words, it doesn’t matter what you do as long as you can point to how you helped others. Bernie Madoff donated millions to various organizations over the years and they benefited tremendously but did that make it right in terms of how he obtained his wealth? Ask the investors who paid his tab.
If there’s a silver lining for Lance Armstrong it’s twofold. First, he has advocates who will never leave him no matter what. Those people who benefitted from the LIVESTRONG foundation are among those. And don’t forget the millions he inspired to work hard at whatever their chosen profession or sport. When it came to inspiration he was like a real-life Rocky.
The second silver lining is the forgiveness of the American people based on the recency effect. Here’s a list of people who played their cards right and, while perhaps not attaining the same level of popularity and income they had prior to their scandals they’re still doing pretty well:
  • Tiger Woods is still the crowd favorite at PGA events.
  • Martha Stewart remains an icon for most homemakers.
  • Pete Rose might just make it into the Hall of Fame during his lifetime because of the legions of fans who believe it’s the right thing to do.

So what does all of this have to do with a blog on persuasion? Here are a couple of closing thoughts.

Aristotle said, “Character may almost be called the most effective means of persuasion.” Each of these people influenced legions of us to do things because of who we thought they were. Had we known the truth many of us might have made different choices on what to do with our time, money, effort, and adoration.
When I write about persuasion my bent is ethical persuasion because none of us wants to be manipulated nor do we want to be known as manipulators.  If something is the right thing to do then we shouldn’t have to resort to manipulation to get people to do what we want.
Let me leave you with this; Frank Sinatra sang, “I did it my way” and there’s a part of the “pull yourself up by the bootstraps” American mentality that loves this.  That is, until we find out someone’s “way” is to cheat and manipulate, because in the end the ends DOESN’T justify the means. If you want to look yourself in the mirror and feel good about who you are, do the right thing.
Brian, CMCT®
influencepeople 
Helping You Learn to Hear “Yes”.

Some Problems with American Politics

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I spent a good bit of time before New Year’s
flipping between CNN, MSNBC and Fox News to find out about the progress being
made on the “fiscal cliff” talks. The more I thought about that fiasco the more
I decided to share my view of the problems in American politics.
The average American seems to understand much
more than our elected officials. Married people know if you want a marriage to
work you need to learn to compromise. For the most part the ability to
compromise is seen as a good thing in life – except with our politicians.
In order to get out of the primaries,
representatives have to pander to the extreme elements in their party. That
means politicians take a hard line on many issues. They soften only slightly in
the general election with a goal of winning over as many undecided voters as
possible because neither party has such a stronghold that they can rely solely
on their base to get them elected.
Once the elected officials get to Washington
they’re beholden to those who elected them and the extreme positions they
espoused. The principle of consistency, the psychological
trait that tells us people want to be consistent in word and deed, makes it
difficult for politicians to move from their original positions even if new
data dictates that doing so would be best for the majority of Americans.
Despite what we learned about democracies and
majority rule it’s never that simple because of procedural rules that allow
each party to bring things to a halt or a snail’s pace. While there are good
reasons for these rules, they seem to be abused by both sides and the result is
the gridlock we’ve seen in Washington for far too long.
Another issue is the mentality politicians
seem to have about re-election. It’s almost the same mentality American businesses
now have about quarterly earnings. Businesses can be so focused on the
short-term that they make bad long-term decisions. For example, too often
companies don’t make needed investments in things like technology in order to keep
expenses low and boost quarterly earnings which makes the stock price look good.
In the same way politicians seem to do what’s best for them in the short-term
(i.e., get re-elected) as opposed to the long-term good of the country.
Personally I think term limits would help alleviate
this to some degree.
Lastly, I’ll share what I call “the law of the
gym.” When I was just out of college I was competing in bodybuilding contests.
My weight was around 225 lbs. and I would diet down to about 195 lbs. for
competitions. I quickly learned I could not burn enough calories through
exercise alone to lose those 30 lbs. In fact, exercising too much would
eventually be counter-productive to my goal. To put this in perspective,
consider this – running two miles burns approximately 250 calories or the
equivalent of a Snickers bar. Which is easier to do, run two miles or skip the
candy bar? It was obvious I needed to restrict my diet in certain ways. The
good news was, between the exercise and dieting I was always able to reach my
goal weight.
Let’s apply “the law of the gym” to politics
and our current debt situation. Tax revenues are like exercise; we can’t raise
them enough to get out of debt and raising them too much could actually hurt us
if jobs are lost. Our nation needs to go on a diet – spending cuts – in addition
to our exercise – recent tax increases. To go on spending as we are will only
cause the debt to grow. Hopefully our politicians can reach some compromise and
start reducing government spending so the debt begins to come down.
And speaking of the debt, we’ve become desensitized
to how large it’s become. Hundreds of millions, billions and trillions are
figures that no longer cause us to bat an eye. Only when you compare and contrast the debt to something
can you begin to wrap your mind around it, so here’s a comparison point for
you.  If you spent $1 million a day since
the time of the Egyptian empire you would only pay off a trillion dollars of our
debt. More than 2,700 years at a million dollars a day hardly makes a dent!
Now consider our national debt at roughly $16
trillion. If we could pay it down by $1 million a day it would take us more than 48,000 years to pay it off!
When politicians talk about it being immoral to pass on our debt to the next
generation that’s not as big a problem as passing our debt on to  thousands of generations! How would you feel if we were still paying down the
debt of the ancient Egyptians or Romans?
I no longer consider myself an affiliate of
either party because neither represents my views any longer. There are elements
of each that I agree with but there’s so much with both that I disagree with
that I can’t consider myself a Republican or a Democrat. It’s my hope that
sometime during my lifetime we get a third or fourth alternative to choose from
because right now most of us find ourselves choosing between the lesser of two
evils.
Brian, CMCT®
influencepeople 
Helping You Learn to Hear “Yes”.

Persuasion Can Double Your Results at Half the Cost!

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It’s a new year and that means a fresh start. The profit and sales measures have all been reset to zero and the sky is the limit. If I could share with you a proven persuasion technique that could potentially double your results at half the cost would you be interested?

Most businesses use rewards to stimulate the desired results. That’s not bad business but there’s a more cost effective way that can help you get better results. How, you ask? By engaging people with gifts instead of rewards.
Rewards are based on an “if you, I will” system whereas gifts are simply “I will.” You see, a gift given does not
necessarily mean the other person will do what you want. We only need to look at charitable organizations like Easter Seals or March of Dimes to realize not everyone donates to those causes. However, if those two organizations are like the American Veterans they probably see twice as many people donate because of those little mailing labels – gifts – we receive in the mail.
When people are given a gift they feel compelled to give back in some way. We call that tendency “reciprocity.” I often share a reciprocity study in workshops that makes business owners sit up and take notice.
A health insurance company wanted owners of construction companies to take a health insurance survey. Half of the owners
were told they’d be given $50 when they completed and returned the completed survey. That’s pretty generous! The other owners were given a $5 check up front with a short note letting them know their time was valuable and thanked them for taking the survey.
On the surface most people would conclude two
things:

  1. Those being offered $50 will be far more likely to take the survey. After all,
    the incentive is 10 times more.
  2. Giving $5 up front will be too costly, especially because people can “take the money and run” and skip completing the
    survey.
If you thought either of those, you were wrong on both accounts. What they found was more than twice as many people took the survey when given the $5 check (52% vs. 23%) and the cost savings was potentially huge. If every person receiving the $5 check cashed it, the insurance company would have still saved 57%, but if only those who completed the survey cashed
it, the savings would have been 77%!
You don’t need to be a mathematician or have much business savvy to know more than doubling your results at a savings of more than 50%, possibly as much as 77%, makes good business sense.
Why do we see such a phenomenal result? Because reciprocity, the need we all feel to give back, is ingrained in us from
our earliest memories. As soon as we’re able to speak, mom and dad taught us to say “thank you” when someone did something for us. As we got older we learned more sophisticated ways to repay our obligations.
Next time you feel tempted to motivate someone with a big reward pause and consider whether or not there’s a way to give something significantly less and still get the desired behavior. It’s a new year so what better way to kick it off than by doubling your results at half the cost!

 

Brian, CMCT®
influencepeople 
Helping You Learn to Hear “Yes”.

Influencers from Around the World – Real World Persuasion in Selling

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To start the New Year our Influencers from Around the World guest post comes to us by way of Ireland from my good friend Sean Patrick. Sean owns a sales training company, Sales Training Evaluation. He  came to the States in October 2010 to spend a week with me and attended the Principles of Persuasion workshop I hosted. You can connect with Sean on Facebook, LinkedIn and Twitter.

Brian, CMCT® 
influencepeople 
Helping You Learn to Hear “Yes”.

Real World Selling
As a reader of Brian Ahearn’s blog, you’ve come to expect to read mostly about Robert Cialdini’s principles of persuasion. This post is slightly different, as I’ll be talking about some fanciful tactical elements that can make up a potent mix and get more people to say “Yes” more often.
You’ve probably read it somewhere that people buy from people and people trust people that appear similar to themselves. The next time you are solving a personal crisis with a friend or about to go and pitch to a new customer, how about understanding those people first? Do your research and find out as much about that person as possible. Learn out about their past, their likes, dislikes, as well as their personal and professional milestones. You can actually find a lot of this information just by using a strong Boolean search in Google, by reading press releases and other material such as presentations and white papers, and more importantly by “listening” to that person on social media. This gives you an advantage because you’ll understand what motivates that person.
We all have fears, whether it’s fear of putting on weight, missing deadlines, death, inflation, debt, the unknown, and growing old. From a young age, we’ve been coached into making prejudices about our decisions by making cross-references between our past and current experiences. Fear, uncertainty and doubt make us think irrationally and can be powerful enough to drive us into making decisions that are negative as well as positive. If we make negative decisions such as taking up smoking, there is usually a positive intention behind the original decision, and that positive intention could be to help us get some relief from stress. This is what’s known as secondary gain.
If we go back to our fears just for a moment, think about the decisions to buy life insurance and invest in pension funds. We buy expensive gym memberships because of a fear of putting on weight; we buy home security products because we fear for the integrity of our home and possessions. Our first lesson here is to think about the underlying motivators that cause us to make decisions because a lot of our decision-making isn’t logically grounded but rather, can be very irrational.
One way of looking at this is to view your decisions in two groups: away from and towards. For example, we move away from our fears and we move towards things we love. But think about why we either fear or love. This is a huge motivator and can wreak havoc on unsuspecting customers and cause great profit from vendors.
How do you perceive value and ask yourself what does value mean to you? When you’re selling or trying to get a friend or associate to buy into your idea, think in terms of what value you can offer to help sweeten the deal. Value comes in two different types: personal value and business value. Let’s take a look at personal value first. Think about all those times when you volunteered information nuggets gratis (or free). What happened? More than likely, the recipient profited in some way. This is called personal value and most of the time, you give this away too cheaply. As a law abiding and decent citizen, your mother brought you up to share things with other people. This is a lovely gesture but charitable acts such as sharing in the business world will leave you feeling punished and dejected. Never share your candy too soon.
Business value is slightly different. You show this type of value by demonstrating your capability in a way that is unique to you. This differentiates you and lessens the likelihood of being commoditized by a buying officer. You can offer business value by selling a $10 lunch for $ 7.99 but is that going to be enough? Certainly not for everyone. Real business value is doing something utterly different that allows you to create your own rules and profit from them because no one else can offer the same product or service as you. For example, Apple rode out financial turbulence by moving away (think of motivators here) from debt and making profit by creating remarkable products that weren’t available anywhere else. Or were they? Similar products were available but Apple went a step further, they created unique enhancements to increase the user experience, which increased its products’ value exponentially.
Finally, think of our motivators again back at the beginning of this post. This time let’s turn those inside out. This is called expectation. When we buy expensive gym memberships we expect to receive help in getting fit and losing weight. When we buy life insurance we expect to insulate ourselves against our loved ones being left high and dry financially. You get the picture.
This is yet another way of thinking about benefits, those by-products we experience positively via our purchases. We want results and solutions to our problems and that’s exactly what we expect when make those purchases. Whenever you’re embarking on a persuasion process with someone, think about how the other person can benefit from your idea and tell him or her exactly what he or she can expect. If you find this tough to do, ask that person a series of questions to find out what they want, then match what you can deliver that gives them a solution and then tell them precisely what they can expect.
Sean