How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 186
On the subconscious path, the listener spends little or no time processing
the information. This approach results in those automatic triggers we
previously talked about. These knee-jerk reactions happen when you
follow your intuition or use a mental shortcut. Your mind reaches a
decision without doing any logical processing. These subconscious
decisions are largely driven by instinct and emotion. Individuals who
spend lots of time on the subconscious path do so because they lack the
time, motivation, desire, or ability to really listen to your message.
They're not really involved in the subject. They use their instinct or
emotions instead of their intellect. Passive processing and automatic
decision triggers rule their decision making.
The key is knowing when to use which method. Successful application of
all the rules and techniques taught in this guide requires that you become
skilled at quickly identifying which ones will be the most effective in
which situations. In his book Multiple Streams of Income, influential
investment advisor Robert G. Allen relates a story of a factory owner
whose machine broke down:
It was a major and necessary piece of equipment, and so a repairman was
quickly summoned to fix it. The repairman studied the machine in order
to assess the problem. After a just a few moments, he pulled out his
hammer, tapped the machine twice, and stood back to survey the results.
The machine started up immediately. The repairman turned to the factory
owner and said, "That will be $500, please." Furious that the repairman
would dare charge such an outrageous amount for so little work, the
factory owner demanded an itemized statement. The repairman left and
sent the itemized bill the next day, which read:
Tapping with hammer: $ 1 Knowing where to tap: $499 Total: $500
As you study and acquire knowledge about Maximum Influence, you too
will know where to tap. Learn, implement, and make the twelve Rules of
Persuasion, a part of your life.
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