How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 436

Rejection
People seek to fit in, and want to be accepted unconditionally by others.
For this very reason Rejection is a powerful motivator that an effective
Persuader has in their arsenal of tools.

Losing Something
People fear losing something. We become so emotionally attached to the
physical possessions in our lives, or to the mental energy we give away,
that the moment we lose our grasp is the moment we desperately push
ourselves forward in an attempt to move away from the pain, and take
back some semblance of control. An effective Persuader sees a great
opportunity here. They find out exactly what their victim is afraid of
losing and they persuasively convince them that this is closer to reality
than they ever imagined was possible. Shortly afterwards a simple yet
effective solution is presented that removes the pain and brings about
relief and pleasure.

Criticism or Looking Foolish
People will do anything to avoid looking foolish or being criticized by
others. For this very reason people fear Public Speaking over death. Given
this fact, this could very well be the most powerful “pain associating”
force that a Persuader can utilize throughout the persuasion process.

The Unknown
People fear not knowing what to do, or not being able to predict what will
happen next. This uncertainty keeps people within a comfort zone. Hence,
when a Persuader convinces others that their current decision or action
will lead them down an unknown path of uncertainty, than this alone
could very well be enough to persuade them to make a turn for the
opposite direction.

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