How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 435

that will tackle the varying levels of emotion we experience on a daily
basis.

Pain Avoiding Motivators
For some people Pain has a greater influence on their decision making and
actions than Pleasure. These types of people tend to make decisions and
take actions that move them away from pain rather than towards pleasure.
These types of people are far more easily persuaded by utilizing some of
the following stimulants:

Fear
We are a society of Fear Phobics. We don’t like to be afraid and we will
therefore do whatever it takes to avoid experiencing this powerful
negative emotion. Living in constant fear stresses the body, weakens the
mind and leads to very undesirable consequences. An effective Persuader
has the ability to stimulate this fear in short bursts while communicating
with others. This is usually followed by bursts of relief, joy or happiness
which takes the person on an emotional roller-coaster ride of great peaks
and valleys.

Failure
As a human species we are very achievement oriented. We are driven to
reach goals and objectives on a daily basis, no matter how insignificant
they may seem. This “drive” however has a dark-side. If we do not obtain
these goals we label ourselves as a failure. This usually stems from the act
of comparing ourselves with others.
An effective Persuader understands that nobody wants to fail or be
perceived as a failure by others. Hence they utilize this knowledge to their
advantage and structure their persuasive message to stimulate this pain
and move the person emotionally in the desired direction of their
choosing.

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