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I Advice - NLP - The New Metaprograms for Influence
Picture the scene. You're sitting in a doctor's waiting room, flicking through the pages of a magazine when you suddenly start reading an ad. Why? What drew your attention to that particular ad? An attention grabbing headline, that's what.Think about how you 'read' magazines. What do you look at first? My bet is it's the headlines. If the headline grabs you, you'll scan the rest of the text to see if there's anything more that grabs you. If there is, you'll read the whole thing. Those who know about good business marketing know about writing great headlines.Your job, if you really want to sell your products or services, is to make sure whoever picks up the magazine containing your ad will actually stop and read what you have to say. The day you went into business, marketing became a number one priority - without it you'll never sell a thing.So let's see what you can do to make sure your business marketing is up to scratch when it comes to writing great headlines that will grab the reader and compel her to read on. We want her to want to know more.First of all, to create a great headline there are three things that need to be fulfilled.1. Hook your reader quickly 2. Give them a personal benefit 3. Give them a reason to continue readingThe following takes a closer look at how you can achieve the above.Use A HeadlineAs obvious as this may sound, far too many businesses omit the use of a headline when compiling their ads in a bid to get as much information into as little space as possible. Unfortunately, this is bad economy.If there's no headline, there's nothing to grab the reader's attention so it's far better to cut out some of the waffle in your text and make room for a great headline that'll reach out from the page and entice potential clients to read your text. When it comes to writing ads, there's no such thing as good business marketing without the use of he
The Amway Corporation has built one of the largest privately held corporations in the world by pulling the Mind Access Points of those with an entrepreneurial spirit and focusing on the pleasure end of the pain pleasure metaprogram. They help their distributors build dreams and create vivid and lush futures. They move their distributors toward pleasure, as a rule of thumb.
In contrast, hundreds of the world's largest corporations have built their fortunes by pulling the Mind Access Points of the populace on the pain side of the pain/pleasure metaprogram. History and scientific research has shown that people are very averse to pain. As mentioned above, most people will do far more to avoid pain than experience pleasure. The experience of pain is the driving force of billions of dollars in the advertising industry. How many of these slogans and commercial themes sound familiar to you?
"Aren't you hungry for Burger King, now?"
"Do you suffer from headache pain?"
"Do you feel achy?"
"Can't sleep at night?"
When you are talking with your client, your job, in part, is to show how your product or service will create great pleasure if they buy from you and also act as a way to avoid pain. If they fail to hire you, you show them how their wound will grow and create pain for them in the future. If they hire you, you will help them heal their wound.
If you have elicited your client's metaprograms then you can focus on the context specific information you have elicited instead of relying on the general rules we have discussed here. In marketing we must rely on the norms. In the direct sales situation we have a marked advantage of knowing exactly what motivates each specific client.
One effective language pattern that helps the client experience the pain of not working with you, is for you to say
Business cards are a very good way of advertising your business and also one of the most inexpensive ways of doing it. You can design and print the cards your self or you can have them printed professionally which ever way suits you best. All you need on your cards is the usual information regarding your contact details and what it is that you do.The backs of the cards can be reserved for printing your special offers. You will have to change your discounts periodically so that they do not become stagnant. The whole idea is to keep the public’s interest in the activities at your store or place of business.Business cards are always a good way of advertising your business. To keep up with modern technology you could make use of CD’s. They carry the same message that the cards do only in a different form. This makes them more interesting but they still serve the same purpose. Think how much impact your advertising would have if you were making use not only of cards, but of CD’s as well. The use of modern technology puts a new edge on your advertising campaign.You should never leave your home without your cards so that you will always be in the habit distributing cards to people wherever you find yourself.Plan the distribution of your cards very well. Make sure that you distribute your cards in the area surrounding your premises. If you do not advertise your business no one will be aware of the fact that you are in the vicinity. The more you advertise the more customers you will get.You need to print the essential details on your card in clear print with the relative information about your business venture. Many people relate better to a little information than a lot of detail that would be printed on a large flyer. You can use the reverse side of your cards for advertising special products or special discounts.Try magnetising the cards by pasting a small magnet on the backs of them.
Logic rarely enters into people's decision making processes. Cultural influence, genetic programming, beliefs and values all rate higher in the decision making process than rational thinking.
Your customers and clients buy what they want and not necessarily what they need. That is a fact. If you sell your product only to your client's apparent needs, then you are losing sales and thousands of dollars per year in income.
Your customer buys all products and services based on the result of awareness, priming, framing, their core desires, values, beliefs, mental imprints, cultural and environmental influences/pressures, opportunity, means and the final interaction of numerous metaprograms. You read about many of these metaprograms in The Psychology of Persuasion: How to Persuade Others to Your Way of Thinking. I discovered several others over the years and wanted to share a few of those with you today. I'll define them for you in just a moment.
Persuasive messages that only include what people need are not as likely to be acted upon as those that focus on building wants and moving the person toward those wants.
Once the person decides they want something they merely need to justify the purchase of the product or service...or idea. Clearly, people are a rationalizing species and not rational How we can help them justify the purchase is where understanding and utilizing their metaprograms comes into play.
METAPROGRAMS
Meta programs are unconscious filters and directions of experience and behavior.
(We often alter this definition slightly for the convenience of utilizing similar software like programs that are running in your customer's head but are as yet uncategorized.)
A metaprogram is a personality trait that a person is unaware of in most communications, at the conscious level. Each personality trait is so powerful that if you could alter it even modestly it would change the future of your customer (or even yourself!).
Carl Jung discovered metaprograms in the 20th century and called them temperaments. He believed that people were different from each other in fundamental ways. He used terms like "function types" or "personality types" to describe these differences. While noting the differences Jung also agreed that within each person is the same multitude of instincts that drive them that we all have.
In the 1950's Isabel and Kathryn Myers (daughter and mother) synthesized Jung's typing themes into the famous Myers-Briggs Type Indicator. (Their book, The Myers-Briggs Type Indicator Manual, along with Keirsey and Bates', Please Understand Me are required reading if you are going to be working with customers. The MBTI helps you analyze where your customer "fits" into each of the temperaments discovered much earlier by Hippocrates, Adickes, Kretshmer, Spranger and Adler.) This is important because this information tells you HOW people process input from their environment.
It is believed by many that the "original four" metaprograms (in this case, filter by temperament) measured by the MBTI are inborn, genetic and are only relatively changeable throughout a person's life. There do appear to be some context and environmentally influenced differences within some people. (Some people are very extroverted in work and introverted at home for example.)
The New Metaprograms
There is a definite quality of overlapping programs within each of us. If you watch the NBC news and flip to the CBS news, some of the stories are the same and some are unique to each channel. Metaprograms are similar to this experience. In this article, you will learn some of the new metaprograms that are critical to pulling the right strings in the persuasion process. You may feel that there are relationships between two metaprograms and that is a sign that you are becoming consciously aware of the programs that are running your mind, and a good sign of understanding this method of understanding and utilizing personality traits.
Metaprograms are among the deepest filters of perception. These internal sorting patterns unconsciously help us decide what we pay attention to. Metaprograms are, generally speaking, "content free but context dependent."
Like a computer software program, the sum of your client's metaprograms do not actually store information but determine what drives him. His state (of mind) is affected by his metaprograms and they play a significant role in creating his internal representations (his pictures of how he views the world at the conscious and unconscious level).
In order to use a computer program effectively you must understand how to use it. In order to communicate with and sell your products and services to your customers in an efficient manner you must understand what metaprograms they use. Because metaprograms are deletion and distortion filters that adjust our generalizations (beliefs), we can predict the states of mind of our customers if we know their metaprograms. If you can predict your client/s internal states, you can easily influence your customer's decisions and actions.
There are about 50 metaprograms that have been identified as sorting patterns, types, traits and functions for individuals. You will now learn the "new" metaprograms that most affect the sales process. Remember that all metaprograms exist on a continual and are not either/or representations of personality! As previously noted some people are very extroverted and other people may be just a little extroverted. The behavioral distinctions between someone who is extroverted and someone who is very extroverted can be described as analogical to a good conversationalist compared to someone who never stops talking to listen.
We have already discussed the four core metaprograms that Jung, Myers, Briggs, Keirsey, and Bates have so brilliantly educated us about.
The first of the new metaprograms we want to examine is that of the pain /pleasure sorting pattern. This metaprogram is probably the most important metaprogram in making or losing sales.
I've also included carefully worded phrases that filter through these metaprograms!
Pleasure/Pain Program
A. Experience Pleasure......................................Avoid Pain
bright future sick of the way things are
feel great stop getting hurt
move toward away from
make new friends stop being lonely
obtain get rid of
Decades of scientific research clearly show that people are more motivated by pain than by pleasure, generally be a factor of two to two and a half.
What this means is that you not only will paint a picture of a vivid wonderful future for your customer but you must also find their current wounds (pain) and heal them. In fact, this one internatl driver interacts with over a hundred other internatl drivers, highlighting just howi mportant it is for people to avoid pain.
People are motivated to move toward pleasure and away from pain. Of the two drivers, most people are programmed to move away from pain more than moving toward pleasure.
When your customer was a child he was regularly threatened with pain (a spanking, a slap in the face, loss of privileges) when he behaved in a bad way. This developed very thick and powerful Mind Access Points which many other Mind Access strings are attached to. A smaller number of your customers parents regularly motivated them as children by offering rewards for good behavior. Most parents use threats of punishment in order to gain compliance. Your customer continues to want to do anything he can to avoid pain. If that means complying with you, that is what he will do.
The Amway Corporation has built one of the largest privately held corporations in the world by pulling the Mind Access Points of those with an entrepreneurial spirit and focusing on the pleasure end of the pain pleasure metaprogram. They help their distributors build dreams and create vivid and lush futures. They move their distributors toward pleasure, as a rule of thumb.
In contrast, hundreds of the world's largest corporations have built their fortunes by pulling the Mind Access Points of the populace on the pain side of the pain/pleasure metaprogram. History and scientific research has shown that people are very averse to pain. As mentioned above, most people will do far more to avoid pain than experience pleasure. The experience of pain is the driving force of billions of dollars in the advertising industry. How many of these slogans and commercial themes sound familiar to you?
"Aren't you hungry for Burger King, now?"
"Do you suffer from headache pain?"
"Do you feel achy?"
"Can't sleep at night?"
When you are talking with your client, your job, in part, is to show how your product or service will create great pleasure if they buy from you and also act as a way to avoid pain. If they fail to hire you, you show them how their wound will grow and create pain for them in the future. If they hire you, you will help them heal their wound.
If you have elicited your client's metaprograms then you can focus on the context specific information you have elicited instead of relying on the general rules we have discussed here. In marketing we must rely on the norms. In the direct sales situation we have a marked advantage of knowing exactly what motivates each specific client.
One effective language pattern that helps the client experience the pain of not working with you, is for you to say a
Phentra-what? It sounds like it's been named deliberately to confuse old people. But of course old people wouldn't be trying to buy Phentermine. Right then. So if you're not old, and you want to lose weight, join me now to see if this pill measures up to it's name.Taking PhentraminWe've got our glass of water. Looks like 8oz to me. Hang on a minute - let me unwrap this bottle. The safety wrap on this pharmacy-grade bottle is a bit much for most. If you buy prescription Phentermine online, your pills probably came in highly illegal, easy to open sandwich bags. Just open the twist-tie and you're golden. This Phentramin bottle is a bit more fiddly. Better safe than sorry, right?What Phentramin feels likeWhen I first saw Phentramin on the market, I laughed at it. After all, nothing could ever work as well as Phentermine, right? I was almost wrong. See, if you're after an energy high, then stick with Phentermine. No other diet pill is as good at getting you wired. But if you're actually trying to lose weight and keep it off, Phentramin is just as effective as Phentermine.When I took Phentramin for the first time, I forgot to eat lunch. Now, you might think that's great, but be careful about starving yourself. You might not feel hungry all day, but you'll need to eat at least 4-6 small meals. Make sure to balance protein and carbs at 30% and 40%, and don't forget to drink plenty of water.What's the difference between Phentramin and Phentermine?Phentermine is available by prescription only, and the price depends on which supplier you use. It's even illegal to order it online. Phentramin is easy to order online. The prices are all the same, no matter what website you go to, and it's 100% legal. But more importantly, Phentramin is a non-prescription alternative to Phentermine. It is designed to provide the same appetite suppression, but without the po
Carl Jung discovered metaprograms in the 20th century and called them temperaments. He believed that people were different from each other in fundamental ways. He used terms like "function types" or "personality types" to describe these differences. While noting the differences Jung also agreed that within each person is the same multitude of instincts that drive them that we all have.
In the 1950's Isabel and Kathryn Myers (daughter and mother) synthesized Jung's typing themes into the famous Myers-Briggs Type Indicator. (Their book, The Myers-Briggs Type Indicator Manual, along with Keirsey and Bates', Please Understand Me are required reading if you are going to be working with customers. The MBTI helps you analyze where your customer "fits" into each of the temperaments discovered much earlier by Hippocrates, Adickes, Kretshmer, Spranger and Adler.) This is important because this information tells you HOW people process input from their environment.
It is believed by many that the "original four" metaprograms (in this case, filter by temperament) measured by the MBTI are inborn, genetic and are only relatively changeable throughout a person's life. There do appear to be some context and environmentally influenced differences within some people. (Some people are very extroverted in work and introverted at home for example.)
The New Metaprograms
There is a definite quality of overlapping programs within each of us. If you watch the NBC news and flip to the CBS news, some of the stories are the same and some are unique to each channel. Metaprograms are similar to this experience. In this article, you will learn some of the new metaprograms that are critical to pulling the right strings in the persuasion process. You may feel that there are relationships between two metaprograms and that is a sign that you are becoming consciously aware of the programs that are running your mind, and a good sign of understanding this method of understanding and utilizing personality traits.
Metaprograms are among the deepest filters of perception. These internal sorting patterns unconsciously help us decide what we pay attention to. Metaprograms are, generally speaking, "content free but context dependent."
Like a computer software program, the sum of your client's metaprograms do not actually store information but determine what drives him. His state (of mind) is affected by his metaprograms and they play a significant role in creating his internal representations (his pictures of how he views the world at the conscious and unconscious level).
In order to use a computer program effectively you must understand how to use it. In order to communicate with and sell your products and services to your customers in an efficient manner you must understand what metaprograms they use. Because metaprograms are deletion and distortion filters that adjust our generalizations (beliefs), we can predict the states of mind of our customers if we know their metaprograms. If you can predict your client/s internal states, you can easily influence your customer's decisions and actions.
There are about 50 metaprograms that have been identified as sorting patterns, types, traits and functions for individuals. You will now learn the "new" metaprograms that most affect the sales process. Remember that all metaprograms exist on a continual and are not either/or representations of personality! As previously noted some people are very extroverted and other people may be just a little extroverted. The behavioral distinctions between someone who is extroverted and someone who is very extroverted can be described as analogical to a good conversationalist compared to someone who never stops talking to listen.
We have already discussed the four core metaprograms that Jung, Myers, Briggs, Keirsey, and Bates have so brilliantly educated us about.
The first of the new metaprograms we want to examine is that of the pain /pleasure sorting pattern. This metaprogram is probably the most important metaprogram in making or losing sales.
I've also included carefully worded phrases that filter through these metaprograms!
Pleasure/Pain Program
A. Experience Pleasure......................................Avoid Pain
bright future sick of the way things are
feel great stop getting hurt
move toward away from
make new friends stop being lonely
obtain get rid of
Decades of scientific research clearly show that people are more motivated by pain than by pleasure, generally be a factor of two to two and a half.
What this means is that you not only will paint a picture of a vivid wonderful future for your customer but you must also find their current wounds (pain) and heal them. In fact, this one internatl driver interacts with over a hundred other internatl drivers, highlighting just howi mportant it is for people to avoid pain.
People are motivated to move toward pleasure and away from pain. Of the two drivers, most people are programmed to move away from pain more than moving toward pleasure.
When your customer was a child he was regularly threatened with pain (a spanking, a slap in the face, loss of privileges) when he behaved in a bad way. This developed very thick and powerful Mind Access Points which many other Mind Access strings are attached to. A smaller number of your customers parents regularly motivated them as children by offering rewards for good behavior. Most parents use threats of punishment in order to gain compliance. Your customer continues to want to do anything he can to avoid pain. If that means complying with you, that is what he will do.
The Amway Corporation has built one of the largest privately held corporations in the world by pulling the Mind Access Points of those with an entrepreneurial spirit and focusing on the pleasure end of the pain pleasure metaprogram. They help their distributors build dreams and create vivid and lush futures. They move their distributors toward pleasure, as a rule of thumb.
In contrast, hundreds of the world's largest corporations have built their fortunes by pulling the Mind Access Points of the populace on the pain side of the pain/pleasure metaprogram. History and scientific research has shown that people are very averse to pain. As mentioned above, most people will do far more to avoid pain than experience pleasure. The experience of pain is the driving force of billions of dollars in the advertising industry. How many of these slogans and commercial themes sound familiar to you?
"Aren't you hungry for Burger King, now?"
"Do you suffer from headache pain?"
"Do you feel achy?"
"Can't sleep at night?"
When you are talking with your client, your job, in part, is to show how your product or service will create great pleasure if they buy from you and also act as a way to avoid pain. If they fail to hire you, you show them how their wound will grow and create pain for them in the future. If they hire you, you will help them heal their wound.
If you have elicited your client's metaprograms then you can focus on the context specific information you have elicited instead of relying on the general rules we have discussed here. In marketing we must rely on the norms. In the direct sales situation we have a marked advantage of knowing exactly what motivates each specific client.
One effective language pattern that helps the client experience the pain of not working with you, is for you to say
Surf backwards is what people virtually do on search engines sites, like Yahoo, or MSN. Searching, surfing, or conducting a “Google” search is matter of typing in the appropriate keywords to render the ideal results. But beyond shopping for the cheapest flight to Rome, there are a few other resources used to searching the engines.For starters, search engines provide more information, than meets the surf. Using Google as an example, search engines offer a wealth of information. Behind the institutionalized home page of Google, a number of useful tools are within a consumer’s reach. Use these simple search engine strategies to acquire the information you need:Area Code Identifier To identify the state an unknown caller is contacting you; simply enter the three-digit number of the area code, along with the word “area code.”Spell Check Unsure, how to spell a word, Google offers hints? Let’s use bike trail in Missisippi, and Google will passively suggest: “Did you mean bike trail Mississippi?”Book Catalog Looking for a book online is by far simpler than going to the library. Instead of learning the Dewey Classification (DDC) system, copy and paste the URL of Google’s Beta book directory, http://books.google.com/ into your browser. Voila, continue the search as if it were any other search --- but using the title, author or whatever meager information you have about the book.Convert Currency Traveling to England and wondering how far the American Dollar will take you is made simple. On Google, simply click the preferences link, located under the search browser of Google’s home page.Calculate It Although, the Google company has not programmed their search engine to solve calculus equations, it has no problem solving basic mathematical calculations, (adding, subtracting and division).Define It Stumped on how to use a word?
Metaprograms are among the deepest filters of perception. These internal sorting patterns unconsciously help us decide what we pay attention to. Metaprograms are, generally speaking, "content free but context dependent."
Like a computer software program, the sum of your client's metaprograms do not actually store information but determine what drives him. His state (of mind) is affected by his metaprograms and they play a significant role in creating his internal representations (his pictures of how he views the world at the conscious and unconscious level).
In order to use a computer program effectively you must understand how to use it. In order to communicate with and sell your products and services to your customers in an efficient manner you must understand what metaprograms they use. Because metaprograms are deletion and distortion filters that adjust our generalizations (beliefs), we can predict the states of mind of our customers if we know their metaprograms. If you can predict your client/s internal states, you can easily influence your customer's decisions and actions.
There are about 50 metaprograms that have been identified as sorting patterns, types, traits and functions for individuals. You will now learn the "new" metaprograms that most affect the sales process. Remember that all metaprograms exist on a continual and are not either/or representations of personality! As previously noted some people are very extroverted and other people may be just a little extroverted. The behavioral distinctions between someone who is extroverted and someone who is very extroverted can be described as analogical to a good conversationalist compared to someone who never stops talking to listen.
We have already discussed the four core metaprograms that Jung, Myers, Briggs, Keirsey, and Bates have so brilliantly educated us about.
The first of the new metaprograms we want to examine is that of the pain /pleasure sorting pattern. This metaprogram is probably the most important metaprogram in making or losing sales.
I've also included carefully worded phrases that filter through these metaprograms!
Pleasure/Pain Program
A. Experience Pleasure......................................Avoid Pain
bright future sick of the way things are
feel great stop getting hurt
move toward away from
make new friends stop being lonely
obtain get rid of
Decades of scientific research clearly show that people are more motivated by pain than by pleasure, generally be a factor of two to two and a half.
What this means is that you not only will paint a picture of a vivid wonderful future for your customer but you must also find their current wounds (pain) and heal them. In fact, this one internatl driver interacts with over a hundred other internatl drivers, highlighting just howi mportant it is for people to avoid pain.
People are motivated to move toward pleasure and away from pain. Of the two drivers, most people are programmed to move away from pain more than moving toward pleasure.
When your customer was a child he was regularly threatened with pain (a spanking, a slap in the face, loss of privileges) when he behaved in a bad way. This developed very thick and powerful Mind Access Points which many other Mind Access strings are attached to. A smaller number of your customers parents regularly motivated them as children by offering rewards for good behavior. Most parents use threats of punishment in order to gain compliance. Your customer continues to want to do anything he can to avoid pain. If that means complying with you, that is what he will do.
The Amway Corporation has built one of the largest privately held corporations in the world by pulling the Mind Access Points of those with an entrepreneurial spirit and focusing on the pleasure end of the pain pleasure metaprogram. They help their distributors build dreams and create vivid and lush futures. They move their distributors toward pleasure, as a rule of thumb.
In contrast, hundreds of the world's largest corporations have built their fortunes by pulling the Mind Access Points of the populace on the pain side of the pain/pleasure metaprogram. History and scientific research has shown that people are very averse to pain. As mentioned above, most people will do far more to avoid pain than experience pleasure. The experience of pain is the driving force of billions of dollars in the advertising industry. How many of these slogans and commercial themes sound familiar to you?
"Aren't you hungry for Burger King, now?"
"Do you suffer from headache pain?"
"Do you feel achy?"
"Can't sleep at night?"
When you are talking with your client, your job, in part, is to show how your product or service will create great pleasure if they buy from you and also act as a way to avoid pain. If they fail to hire you, you show them how their wound will grow and create pain for them in the future. If they hire you, you will help them heal their wound.
If you have elicited your client's metaprograms then you can focus on the context specific information you have elicited instead of relying on the general rules we have discussed here. In marketing we must rely on the norms. In the direct sales situation we have a marked advantage of knowing exactly what motivates each specific client.
One effective language pattern that helps the client experience the pain of not working with you, is for you to say
Hey I bet you are saying to yourself what does love got to do with it? That my friend is simple, it’s got everything to do with it! You can’t stand there and tell me or even sit there and tell me that love doesn’t have or play a huge roll in your life!It has everything to do with you. You want to find a mate and be loved, don’t you? Say yes, because I know this to be true. Now why is it are primal interest to love and be loved? When Adam was alone in the Garden of Eden, he got lonely and God in his infinite wisdom, decide to make Adam a mate, from his own rib even.Now why would Adam become lonely in the Garden of Eden, a perfect place? Now do you see were the very first love and be loved took place? That’s right with the very first person and God agreed with him, so he really must have been lonely and wanted to be loved!Now we know for a fact that God loved Adam and perfectly I might add, but why was that not good enough for the human race? It’s simple he felt the need to be loved by another human to be complete.Now do you feel that God made a mistake here? I mean he is the all knowing, the alpha the omega, the begging and the end, so it would seem that he knew it all, does that make sense to you so far?Well if he knew already that Adam was going to get lonely, why wouldn’t he have created Eve at the same time? We’ve already stated he knows all, so why make Adam suffer all those years? Was it because he loved to see him in pain? I think not!Now here goes another one of my crazy theories, God knew Adam would indeed get lonely, so this was no big surprise to him. What we don’t understand is why God didn’t make Eva right from the get go? Why not you may be asking, well that’s a very good question you asked and I’ll do my best to answer this question of yours.It’s sort of like this God knew Adam would get lonely, but he also knew that we as humans built in his own image, would get lonely by ourse
We have already discussed the four core metaprograms that Jung, Myers, Briggs, Keirsey, and Bates have so brilliantly educated us about.
The first of the new metaprograms we want to examine is that of the pain /pleasure sorting pattern. This metaprogram is probably the most important metaprogram in making or losing sales.
I've also included carefully worded phrases that filter through these metaprograms!
Pleasure/Pain Program
A. Experience Pleasure......................................Avoid Pain
bright future sick of the way things are
feel great stop getting hurt
move toward away from
make new friends stop being lonely
obtain get rid of
Decades of scientific research clearly show that people are more motivated by pain than by pleasure, generally be a factor of two to two and a half.
What this means is that you not only will paint a picture of a vivid wonderful future for your customer but you must also find their current wounds (pain) and heal them. In fact, this one internatl driver interacts with over a hundred other internatl drivers, highlighting just howi mportant it is for people to avoid pain.
People are motivated to move toward pleasure and away from pain. Of the two drivers, most people are programmed to move away from pain more than moving toward pleasure.
When your customer was a child he was regularly threatened with pain (a spanking, a slap in the face, loss of privileges) when he behaved in a bad way. This developed very thick and powerful Mind Access Points which many other Mind Access strings are attached to. A smaller number of your customers parents regularly motivated them as children by offering rewards for good behavior. Most parents use threats of punishment in order to gain compliance. Your customer continues to want to do anything he can to avoid pain. If that means complying with you, that is what he will do.
The Amway Corporation has built one of the largest privately held corporations in the world by pulling the Mind Access Points of those with an entrepreneurial spirit and focusing on the pleasure end of the pain pleasure metaprogram. They help their distributors build dreams and create vivid and lush futures. They move their distributors toward pleasure, as a rule of thumb.
In contrast, hundreds of the world's largest corporations have built their fortunes by pulling the Mind Access Points of the populace on the pain side of the pain/pleasure metaprogram. History and scientific research has shown that people are very averse to pain. As mentioned above, most people will do far more to avoid pain than experience pleasure. The experience of pain is the driving force of billions of dollars in the advertising industry. How many of these slogans and commercial themes sound familiar to you?
"Aren't you hungry for Burger King, now?"
"Do you suffer from headache pain?"
"Do you feel achy?"
"Can't sleep at night?"
When you are talking with your client, your job, in part, is to show how your product or service will create great pleasure if they buy from you and also act as a way to avoid pain. If they fail to hire you, you show them how their wound will grow and create pain for them in the future. If they hire you, you will help them heal their wound.
If you have elicited your client's metaprograms then you can focus on the context specific information you have elicited instead of relying on the general rules we have discussed here. In marketing we must rely on the norms. In the direct sales situation we have a marked advantage of knowing exactly what motivates each specific client.
One effective language pattern that helps the client experience the pain of not working with you, is for you to say
While reviewing site stats, I noticed 18 foreign countries as domain origins. This prompts my curiosity. Should I hone my marketing efforts to serve these visitors effectively in their native tongue? My college age daughter studies French, German, and Spanish simultaneously. The Word "marketing" is an "American" word she informs me; distinguished in Spanish, German, and French with slight nuance. Although my daughter learns conversations in Spanish, German, and French, much more talk is in Chinese.Despite this fact, Kenji Kitao, a professor of English at Doshisha University in Japan, points out, "English is the major language of news and information...business and government...maritime communication and international air traffic control...." English headlines and text appear on more than half of the newspapers published in the world. Three thousand magazines publish in English for Indian readers, according to Kitao. If so many read so much English, what reason would a webmaster have for providing multiple language translations for web sites?Well, web marketing seeks global participation by its nature. Every villager, whether dressed in a Brooks Brothers suite or shorts and sandals may click a favorite URl, and each villager speaks a unique language. Marshall McLuhan, a communication visionary, says "Our new environment compels commitment and participation." That new environment includes the Internet.So, what questions does this idea present? Perhaps just one: should a webmaster consider multiple languages for a website? If no, stop reading here, but first consider the fact that Yahoo provides local (or village) site translations for 24 countries and ethnic groups. Further, Yahoo provides state specific sites for every state in the U.S. Local marketing matters. Just take a look at Yahoo's home page. In fact, a study by IDC informs us that only 45% of online surfers speak English, yet 85% of Web pages appear in English.hing he can to avoid pain. If that means complying with you, that is what he will do.
The Amway Corporation has built one of the largest privately held corporations in the world by pulling the Mind Access Points of those with an entrepreneurial spirit and focusing on the pleasure end of the pain pleasure metaprogram. They help their distributors build dreams and create vivid and lush futures. They move their distributors toward pleasure, as a rule of thumb.
In contrast, hundreds of the world's largest corporations have built their fortunes by pulling the Mind Access Points of the populace on the pain side of the pain/pleasure metaprogram. History and scientific research has shown that people are very averse to pain. As mentioned above, most people will do far more to avoid pain than experience pleasure. The experience of pain is the driving force of billions of dollars in the advertising industry. How many of these slogans and commercial themes sound familiar to you?
"Aren't you hungry for Burger King, now?"
"Do you suffer from headache pain?"
"Do you feel achy?"
"Can't sleep at night?"
When you are talking with your client, your job, in part, is to show how your product or service will create great pleasure if they buy from you and also act as a way to avoid pain. If they fail to hire you, you show them how their wound will grow and create pain for them in the future. If they hire you, you will help them heal their wound.
If you have elicited your client's metaprograms then you can focus on the context specific information you have elicited instead of relying on the general rules we have discussed here. In marketing we must rely on the norms. In the direct sales situation we have a marked advantage of knowing exactly what motivates each specific client.
One effective language pattern that helps the client experience the pain of not working with you, is for you to say a variation of the wound opening, "If you don't act on this now, then won"t things simply get worse?"
The more the customer fears and moves away from pain, the more likely she is to act now. It is our job to paint a picture of the consequences of failing to hire you. Experiencing pain must be more than an idea, it must be real to the customer.
If we fail to sell our customer the services that they need, then they still associate too much pain to change and you have not done your job. No amount of "closing techniques" will get a person to change their point of view or buy a product if they are still unconvinced. You must help the person see the obvious and clear benefits, emotional and logical to accepting your products and services.
Your job is often to paint the status quo as miserable. Most people have a fear of change. It is pre-programmed within them. Therefore, when painting the status quo, it must hurt to experience it. You must bring out the pain of not changing and make it vivid. Someone who associates no drawbacks or very little pain in the status quo will not accept your proposal. They will say, "no."
The more someone moves away from pain and experiences fear, the more likely they are to act on a decision, now.
The Amway Corporation has utilized a wonderful tool for helping potential distributors feel the pain of failing to become Amway entrepreneurs. For just a moment, remember when you were first presented with the opportunity to become involved as a distributor. One of the dark pictures the speaker painted for your future was this: If you don'tt become a distributor, how else are you going to become, financially independent? Do you really want to work at that the same job and forever? Are you really going to be happy with $35,000 per year, every year for the rest of your life?
Does Amway or any company or salesperson, have a right to pull at these Mind Access strings? You bet they do, because they are making the world go around. Multilevel marketing may or may not be an outstanding entrepreneurial opportunity for any individual, but just for a moment, realize how Amway has become so vast: Amway utilizes the pain/pleasure metaprogram better than any private organization in the world.
This Exercise Is Worth $100,000, Do It Now. Don't...and miss out.
Use the space below to write down 20 painful futures that your customers could experience if they don't own your product or use your service. Then write down 20 bright futures that your customers will experience if they do use your product or service. The next time you meet with a client you will have a vast array of futures to offer your customer. It is the quality of the images that you help your customer see that will make you thousands of dollars per year in additional sales.
Cost/Convenience Program
B. Cost.......................................................... Convenience
At some point in the sales interview, you will need to determine whether your client is more concerned and with speed and convenience or cost.
Many people will take a quick trip to the local convenience store to pick up a few items even though they cost far more than the grocery store charges, for the simple reason that the convenience store is right on the corner and it only takes a minute to get there. It is convenient. The convenience of the store's proximity is considered by most to be more important than the increased cost of the goods at the store.
If you are selling financial products then you'll need to find out whether your client really has the time to closely follow the daily stock reports and make day-to-day decisions about his investments. Would he be happier if you took care of this for him? Is it worth the small cost involved for you to handle his finances in exchange for the incredible burden it lightens within him?
If you sell real estate, does your buyer really want to commute an extra 30 minutes per day to save ten thousand dollars on the price of a house? You need to find out whether the person is more motivated by cost or convenience before the buying process begins.
Change/Status Quo Program
H. Change............................................................Status Quo
Different Consistent
Evolve Stable
Alter Steady
Switch Same
Does your client like things to stay the way they are? Does he like to see his business or himself evolve? Grow? Does he like to change? Does he need to keep things status quo?
If you know the buyer's Change/Status Metaprogram you have a grand opportunity to create security in the status quo or excitement in change.
People who like change rarely keep jobs for a long period of time. They tend to get bored easily and they are constantly trying new things. People who like the status quo will tend to stay in the same jobs and do the same things day after day, month after month, year after year.
Accept Readily/Skeptical-Closed Program
I. Accepting.................Cautious........Skeptical..........Closed
understand careful beware never
unconditional consider can't
always sometimes makes no sense
friendly nervous afraid not
You will discover that your customers fall on a continuum from open acceptance to critical skepticism of new ideas, products and services. The program has some similarities to that of Change/Status Quo.
However, they are not the same. People who are accepting are willing to listen. Those who are closed are usually closed because of some event(s) that have transpired in his life. Interestingly, people who are closed to opinions often got that way because they were once vulnerable and got hurt or taken advantage of. These are the people that put up "No Soliciting signs. As every salesperson knows, they are among the easiest people to gain compliance with.
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