Cindy's Blog

As I reviewed Kevin Hogan's book, Covert Persuasion, I found one powerful technique to persuade a prospect is to use the power of three.  The key is to put three presuppositions in a row.  By doing this you will create controlled overwhelm in their mind.  It is by far one of the most persuasive, the most often used and successful approach to use.  Do you see how the previous sentence had 3 parts... the power of three.. presuppositions. 

You will communicate in a way that will give just a bit of confusion.  What I call, professionally confusing the client.  Within these 3 presuppositions, you have to include something that is clearly true.  This creates credibility and acceptance in the prospects mind.   Then their mind will believes all that is stated.  It has been proven that the mind can sort through three presuppositions in a conversation, yet more than three are given, it moves beyond the brains ability, so keep it to three.   

When you are working on your approach using the power of three, look to what state you would like your prospect to be feeling.  Take our a sheet of paper and list all the presuppositions that you can come up with.  Take three and use them, making sure one of them is obviously true and the other two stretch the prospects mind into the direction you are seeking.  You will enjoy great success with this technique... after a little practice.

To learn more about the power of three and persuasion, go to Cindy Eyanson Online

Make it a great day!
Cindy

Today I was taking a quick look at Jeffery Gitomer's Sales Caffeine and he quoted the following from Napoleon Hill's great book, Think and Grow Rich....  I believe that now more than ever we need to be persistent.  Take a look and if you haven't read this amazing book, please pick one up or download it and listen to it. 

Persistence is a state of mind, therefore it can be cultivated. Like all states of mind, persistence is based upon definite causes, among them these:
a. Definiteness of purpose. Knowing what one wants is the first and, perhaps, the most important step toward the development of persistence. A strong motive forces one to surmount many difficulties.
b. Desire. It is comparatively easy to acquire and to maintain persistence in pursuing the object of intense desire.
c. Self-reliance. Belief in one's ability to carry out a plan encourages one to follow the plan through with persistence. (Self-reliance can be developed through the principle described in the chapter on autosuggestion).
d. Definiteness of plans. Organized plans, even though they may be weak and entirely impractical, encourage persistence.
e. Accurate knowledge. Knowing that one's plans are sound, based upon experience or observation, encourages persistence; "guessing" instead of "knowing" destroys persistence.
f. Cooperation. Sympathy, understanding, and harmonious cooperation with others tend to develop persistence.
g. Will-power. The habit of concentrating one's thoughts upon the building of plans for the attainment of a definiteness of purpose leads to persistence.
h. Habit. Persistence is the direct result of habit. The mind absorbs and becomes a part of the daily experience upon which it feeds. Fear, the worst of all enemies, can be effectively cured by forced repetition of acts of courage. Everyone who has seen active service in war knows this.

How to Develop Persistence.
There are four simple steps which lead to the habit of persistence. They call for no great amount of intelligence, no particular amount of education, and but little time or effort. The necessary steps are:
1. A definite purpose backed by burning desire for its fulfillment.
2. A definite plan, expressed in continuous action.
3. A mind closed tightly against all negative and discouraging influences, including negative suggestions of relatives, friends and acquaintances.
4. A friendly alliance with one or more persons who will encourage one to follow through with both plan and purpose.

These four steps are essential for success in all walks of life. The entire purpose of the principles of the (Think and Grow Rich) philosophy is to enable one to take these four steps as a matter of habit.

To discover more on how to create the life of your dreams, go to Cindy Eyanson Online

Cindy

"The human voice is the organ of the soul"  - Henry Wadsworth Longfellow

Most of us raise and lower our voices often.  Yet very few of us realize that by lowering our voice, our pitch and tone, we can aid in our efforts to persuade.  This little known and little used tactic can have great power. 

All you do is say the same exact words yet lower the tone and pitch.  It can give you a great deal of credibility, which is very powerful.  Note that this technique can be difficult to master and will take some work.  The key is to maintain control of your voice during the exchange.  Do that and you will be well on your way to persuading anyone. 

All you need to do is watch T.V. to see this in action.  Watch a newscaster or sportscaster.  You will hear them raise or lower their voice, their pitch, their tone.  This can be used to stress a point, show the seriousness or to even show some humor.  What about our politicians.  Masters of using their voice tones to persuade us.

This came to mind for me recently when I was reading an article about how to discipline your toddler... as I have 2 of them.  The one technique the article mentioned was to whisper to your child what you wan them to do  (instead of yelling...)  Now let me tell you the first time I did this yesterday...to say I was blow away... would be putting it lightly.  It worked perfectly.  We had made cookies for a cookie exchange.  She wanted one for breakfast... no deal.  She was having a mini-tantrum and I just whispered to her that we don't eat cookies for breakfast and that she could have one at the exchange.  Oh my.. She just whispered back, okay.  That was it.  Now I consider myself a persuasion specialist, but not with my girls.  This worked perfectly.

I am not saying that as you talk to your clients or prospects that you should whisper to them.  (if you were looking for humor it might help) But I do believe that by lowering your voice, pitch and tone at the right time, you can and will create the outcome you seek.

To discover more techiniques to inhance your sales and success, check out Cindy Eyanson Online

All the best!
Cindy
 

As I know most who read my blog are part of the great 9 week course presented, narrated and moderated by our favorite janitor, who is always the last one up and the first one on us... Kevin Hogan. 

We all learned so much in the last 9 weeks.

• What it takes to succeed
• What a hamster wheel is and how to get off it- crush it
  
• How to make and create a business that can sustain us and our families for life
• How to work as a team in a way that we all succeed
• How to survive on no sleep
• How to read - A LOT - over 4000 pages
• Listen - audios, videos, each other
• How to write - how others writeH
• How to type
  
• How to create a plan, chunk it down and go for it
  
• How to press on and get more done in a day or night than you ever dreamed of
• How to care about ourself and others
• How this internet works... and how to make money at it- with integrity
  
• How to give way more than you get... thus over deliver as Kevin Hogan did on this course

I myself, got out a nasty rut. Turned off the TV, worked harder than I have in a long time, found something I am passionate about and found a new found confidence in myself.  Stepping out of your comfort zone is never easy, but such a necessity to grow and prosper as a human being. 

To all of my new friends and teammates.  I say THANK YOU!  Thank you for answering questions and participating.  For being a group that gets things done.  What a treat and what a pleasure you have all been.

We will go on as a team, I know this for certain. 

I wish you all nothing but success!  We will meet I am sure, Boot Camp?  Online?  Another class. 
And I so look forward to it.

Warmest Regards,
Cindy

I find that the most important person to influence is myself.  And I would say that is true for most people.  There are some that are so disciplined and driven that it is second nature to just perform.  Influencing themselves is not even needed.

Those of you (and I) that need that influence, here are a few tips to help you make the life you so richly deserve. 
Feel free to add to this list as you comment.

• You have to write out your plan your goals. I am not a big fan of a long term say a 10 year plan, but let's say the next 6 months.  What do you want to accomplish.  What will get you off the hamster wheel...
  
• Make sure that plan drives you and motivates you.  It has to be your passion.  What I call, in your Wheel house...
• Take that plan and read it daily.  Tape it to your mirror or read it the minute you get up and go to bed. 
• Do a chuck down of each goal... What will you do this month, next month, the next month.... 
  
• Then take those items for each month and chunk those down even further to the day you will do them. 
  Take that list of daily items and put them on your calender.  Spend the time, it will be so worth it. 
  

Now you will have your plan in a format that shows your daily activities to meet your goal.  You may have 10 goals and each day you make do a piece of each goal or 2 or 3. 

Since this is something you are passionate about... you will stay up until dawn to get it done.  If not, stay up anyhow and get it done.....

To discover more about influence of yourself or others, visit Cindy Eyanson Online

Make it a great day!
Cindy

A few days ago I posted What Dominate People do.  Now let's look at what submissive people do.

Here are a few clear signs of someone who is submissive:

• They stroke their hair
• Stand with their legs crossed
• Rearrange their arms and legs often
• Stroke their face
• Tend to be more tense
• Cross arms, almost hugging themselves
• Touch their lips

By understanding just the few movements you can take control of the conversation and direct it in the most positive productive way.

To discover more about persuasion and body language go to Cindy Eyanson Online

Make it a great day!
Cindy

There are 3 filters that Kevin Hogan writes about in Covert Persuasion that if you are aware of, can make in impact on those you are persuading. 

Deletion
Distortion
Generalization

Deletion is something we do out of necessity.  This is when we remove details from a story to shorten it in order to keep the other persons attention.  Otherwise we would give every single detail to everything we do.  Usually we leave out unimportant details.  With this new awareness, you can now analyze what you delete from your conversations.  Many times you will find something that you would normally delete that will allow your prospect to open their mind  to your way of thinking. 

Distortion is when you exaggerate a story.  You make it better or worse in order to fit your needs.  "That was the worst dinner I have ever had.  The service was hideous.  The food was cold.  I thought I was on an episode of Hells Kitchen"  Now it might have been bad, but the worst, hideous... You may not have liked your food, but overall the comments were distorted.  Distortions can help or hurt your persasion tactics, so watch them closely.

Generalizations happen all the time.  Everyone does them.  Even you.  Now those were all generalization.  When we generalize we make everything global, everyone does it, we all need it.  If your prospect generalizes, then it can be helpful to do the same.  Yet if they don't, it can hurt the process of persuasion.

It is important to know that we all distort, delete and generalize.  Use this knowledge to your advantage by showing the benefits, which will allow you to make your request or proposal most appealing.

Discover more tips on Persuasion at Cindy Eyanson Online

Make it a great day!
Cindy
 

It can be fun to read someone who is trying to dominate you.  When you see the following your awareness alone can allow you let them think they are dominating you... little do they know you are on to them and that means you have the upper hand!

A few signs to look for when someone trying to dominate you:

• Most dominate people will try to control the conversation.  I find that usually means they do all the talking. 
  
  
• You will also find they tend to smile very little. 
  
  
• They tend to talk very loudly, even over you.
  
  
• They will interrupt or try to finish your sentence.

• Usually they adopt a straddle stance. 

Whenever you notice any of these items.  I would suggest taking a step back in your mind. Allow yourself time to breath and start asking some pointed questions of the person you are will to attempt to break their pattern.  This may allow them to move to a more submissive place.  Which we will discuss in another post.

To discover more about persuasion and body language, please visit Cindy Eyanson Online

Make it a great day!
Cindy 

Just a quick post to say happy Turkey day!
Cindy

Cindy Eyanson Online