How to Coach Yourself and Others How to Influence, Persuade and Motivate | страница 433

most people tend to design their lives around the expectations of others. Whether they acknowledge this or not they are actually basing their decisions, behaviors and action on what other people say and do; and this all occurs at an unconscious level of awareness. A Persuader must stimulate this Need very subtly, with an understanding that people will tend not to admit that this Need ever existed. Being Admired by Others People seek to be admired by those around them. They want to by admired not only by their family and friends, but also by passing strangers who judge them on first impressions. The more admired we are by those around us, the greater confidence we have in ourselves, which opens up new doors to ever deeper levels of persuasion. Other’s Belief in Personal Ability People want others to believe in their abilities no matter what the evidence is to the contrary. People don’t care about evidence, all they want is for someone to believe in them, even if nothing ever eventuates from this belief. All they desire is a “belief” that will keep them sane, while filling their heart with hope for better days. The results or outcomes don’t really matter; at least not at the moment. An effective Persuader will see this and use it to their advantage. Gaining Praise & Recognition from Others People seek praise and recognition from others for their accomplishments as-well-as their near misses. Praise builds their confidence and this raises the “Pleasure Gauge”, which makes them even more susceptible to the psychological tactics of persuasion. Gaining Approval from Others Whether consciously or unconsciously, people naturally tend to seek approval from specific individuals in their lives. These individuals are like barometers that help them measure the effectiveness of their decision making process and behaviors. When approval isn’t received they tend to 433