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Sidestepping Logic To Get To The Boss: The Unconscious Mind |
By:
Kenrick Cleveland |
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"Logic: The art of thinking and reasoning in strict accordance with the limitations and incapacities of the human misunderstanding." ~ Ambrose Bierce
For too long emotions and the uncharted waters of the other than conscious mind were not thought of as tools to help us in business. But I'm here to tell you, that's exactly where we need to go with persuasion, especially as we focus on persuading the affluent.
There is a limited amount of space in our conscious minds and it has been determined that we can only hold an average of seven bits of information at a time. In a world where there are images and words and sounds being thrown at us all the time, seven bits of information isn't significant storage space, is it?
There are so many things to think about. . .what we see, what we hear, what we feel, what we need to remember, what we are trying to forget. . . All of these things take up space somewhere. . . but we're only able to consciously think about seven of them at a time.
Our conscious mind couldn't possibly absorb and process everything that's going on around us which is why our unconscious has such a huge job.
So what happens to the information around us that is available to us at any moment in time, but that we don't pay attention to. Where's it going? Well, it goes into our other-than-conscious. It's not that it isn't perceived--it is often being perceived--it's just that we're not consciously aware of it.
A visual representation of the would have the conscious mind as a tiny crumb with the unconscious mind being the entire rest of the pie.
So how can we take another person's consciousness and side step it to access the real boss of their unconscious?
Most people are persuaded based on emotions, feelings that are going on inside of them, not with rational, logical things that are going on inside them. People make their decisions emotionally and then back up these decisions with logic.
All we have to do is add a dash of logic at the end to make our prospects feel good about their emotionally made decision. By learning to appeal to their unconscious, this is accomplished.
Side stepping logical thought and eliciting the criteria of our prospects and clients gets to the emotional core of what is important to them.
If 'freedom' is our prospect's highest value and we tap into that, this immediately stirs up a lot of emotion.
So the way you interact with that emotion of humiliation or frustration or rage (in the 'away from' person) or the liberation and feeling of dominion (in the 'towards' personality) and make your product or service the antidote (away) or access to more of (towards), then you will have succeeded in navigating the uncharted, murky (emotional) landscape where most business transactions are afraid to go.
Kenrick Cleveland teaches techniques to earn the business of affluent prospects using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion techniques. Get your own completely unique content version of this article.
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Article Source: http://www.statssheet.com/articles/article55785.html |
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