The essence of selling, persuasion, and influence IS:

[GordonJ]

Originally Posted by GordonJ

Essence: The CORE nature.

Distilled down to:

Your target is PREOCCUPIED.
You enter their preoccupation with an INTERRUPTER.
You hold their ATTENTION.
Your message resonates, harmonizes with their feelings AT THE MOMENT.
You give clear instructions on what they need to do next.

IF they don't do what you ask them, then you must analyze:

Your INTERSECTION, which is the
place
time
where your attempt (promotion, pitch or presentation)
meets
their PREOCCUPATION

It is simple, basic and yet from what I see one of the most ignored, neglected and unused ideas in all of persuasion.

True in copywriting, face to face selling, most all remote efforts at selling but when you see it used, understood and applied, then you see SALES, winners and abundance.

It does take a little time, effort and study to get into the mode of thinking from your Target's point of view, but it makes selling and persuasion so much easier.

What I see is a spate of spurious persuasion and copywriting gimmicks.

If you want to increase your sales, get to know the PictoGrigm Of Persuasion and the nuances, you will increase your bottom line

http://www.angelfire.com/biz/gjbiz/pop.html

GordonJ

PS Private lessons are available. [email protected] Subject: POP

Roy Garn's book, The Magic Power of Emotional Appeal was a 1965 acquisition to my growing library of sales, influence and mind control works thanks to Fran Renner, a hypnotherapist at the corner of 4th and Portage Trail.

It was the first work which identified a core concept for me, PREOCCUPATION, and his FATAL FOUR were carried around in my external brain, a small notebook in my pocket, for over 20 years until it went through the wash (darn wife and her cleanliness fetish)...

In that little notebook were all the Wheelerpoints from his work, Bettger's Bullet Points, Elmer Leterman notes, Think And Grow Rich lists, and other condensed wisdom, including three pages of SWITCH WORDS, from James Mangan, such was my reading as a teen.

In this discussion about influence, my personal AH HA came when reading PSYCHO-FEEDBACK, Practical PsychoCybernetics by Paul G. Thomas.

The essential piece in the book was the R.A.S or RAS, the Reticular Activating System. If you think of it as a traffic cop or a gate guard, you'd have a good practical grasp of what it does in the brain.

The reason for knowing how the RAS operates,
"The reticular activating system also helps mediate transitions from relaxed wakefulness to periods of high attention"

Few people go through their day in a state of relaxed wakefulness. When I'm face to face, I want to do some sort of a pattern interrupt, depending on time and place. Then, I anchor some sensory stimuli, I like sound, to the interruption.

With REMOTE influence attempts, I pay very close attention to the INTERSECTION, the time and place where my attempt to influence meets the person or people who are my target.

Now I want to point out a little research, and perhaps a few clues which some of you can draw from.

https://docs.google.com/spreadsheets...gid=1025717596

This data was compiled and a link posted by Neville Medhora at the Cult of Copy Facebook page.

I call your attention to #12 on the list, a course by Tom Cassidy with over 75,000 students. Whether anyone paid or not is not relevant, but the popularity of the subject is.

And I call your attention to the course itself:

https://www.udemy.com/everyday-mind-mastery/

And you can watch the short video on Lecture Four, the RAS.

Why?

You see, in the PARADE OF LIFE, there will be new students coming along, and I suspect a person who takes time to learn, apply and even research and FIND AND DISCOVER some of the lesser known works, or ones which have fallen into Arcane Archives, in some people's brains....

My suspicion is it will be an Evergreen, ongoing, never ending pursuit of large numbers of people to

continue their quest for EVERYDAY MIND MASTERY and want to:

use a system that works with a minimum amount of will. We're still going to have to do the work, it's just that we won't have to use up any of our energy forcing ourselves to do the work. (From the course description)

And here is ONE example, a popular course, willing to spend 7.5 HOURS and maybe a few coins, to learn how things work.

Any student with a serious quest, probably already has the resources, know-how, experience to create a course to serve the ongoing masses, I'm sure some of those 75,000 paid a little, and if the guy has a back end, he's done pretty well for himself.

If only YOU knew someone, or a few someones, who had a storage house full of the secret essences of the Masters which you could take out of storage and put into circulation, wouldn't it be wonderful?

Gordon Jay Alexander

[Glenn]

Thanks Gordon,

Am helping an Ezine reader sell their car.

Wife Forcing Me To Sell Car

Wife Bought New Car
Must Sell Mine to
Pay Taxes. 1985 Plymouth
Aries SE Needs A Battery
But in good shape. Call
Bill for Car Data Sheet #______

Glenn

========
Thanks Gordon,

I Wrote The INTERRUPTER HEADLINE here
to get inside the minds of MALE READERS.

Years ago a client sent me an 1 inch by 1 inch ad
from the TYTimes. That got 98,000 people to come to a YARD SALE!

Just Married
Keeping Her Stuff.
Selling All His.
***Details***

Am hoping the SAME Psychology will work on Craigs List.

Glenn Osborn

[Glenn]

Thanks Gordon,

After I hung up the phone with my ezine reading
VIP...

It hit me.

We didn't play the OLD LADY and Low Mileage card.

So.

We are also testing This Ad.

------------
"Selling Little Old Lady's Car"

26,831.64 Used Car
For Sale. Truly - I
Inherited in an old
Ladies Will. Gotta
Sell to Pay Taxes.
Call Bill for Data
Sheet at ph #______

Thanks,
Glenn Osborn

P.S. - If all goes Well. Which seldom happens...

Ad #1 - will get 100's of calls from MEN.

Ad #2 - Should get 100's of calls from Both Men and Women.

I Will Report Back
With our TEST Results.

[Dien Rice]

Originally Posted by Glenn

P.S. - If all goes Well. Which seldom happens...

Ad #1 - will get 100's of calls from MEN.

Ad #2 - Should get 100's of calls from Both Men and Women.

I Will Report Back
With our TEST Results.

Hi Glenn,

They both look like great ads... I'd love to hear which ad seemed to do better!

Meanwhile... I came across this interesting Craigslist ad for a "Used 2016 Bernie blue bumper sticker"... Hopefully they're able to sell it!



http://www.craigslist.org/about/best...887222731.html

Best wishes,

Dien

[Glenn]

Bill Laughed and said, "I couldn't sell my Wife. I'd only have to buy her back."

So We are Successfully Breaking into guys
Emotional Trauma Memories about women.

Thanks Dien,

The Craigs list headline and ad getting the most
calls is the one that reads.

"My Wife is Forcing Me to Sell my Car."

Glenn

[Glenn]

Thanks Dien,

So your readers can do this themselves.

Part I - the Ad

Is only to Get Prospects to CALL to ask for MORE INFO.

Part II - The Data Sheet

Is Mis-Direction so we get their email and phone #
and Permission to Call them.

Swap Stories.

Bond - get rapport.

Then INVITE them to come see the car.

The folks who show up to LOOK at the car in person
are your SOLID Prospects.

=================
HERE is the DATA SHEET...

Little Old Lady Next Door
Owned Plymouth Aries Car with 28,672
Mileage on it
DATA SHEET

#1 - I have not driven this car in 3 years after the battery died.

#2 - Kept in Garage all the time. (Ask me about my Battery Charger Results)

#3 - The Little Old Lady Next Door Gave Me Her Car - in her will - After
I took care of her when she got sick.

#4 - Everything still works OK. I charged the battery enough to check lights, etc.

#5 - Tires: 185-70R13 86T, and has spare: Goodyear.

#6 - White Exterior, Blue Interior

#7 - 4 Door

#8 - Fog Lights

#9 - Spotlight

#10 - AM/FM Stereo / Cassette w/ Dolby

=====
IMPORTANT -

You won't find this Kind of little old lady driven
LOW mileage used car ANYwhere else.

My Craigs List ad still making the phone ring.

So make An Appointment to come and Check it out yourself.

I really do have property taxes to pay so This car will sell THIS WEEK.

Thanks,
Glenn

P.S. - For a more complete Explanation of what is going on BEHIND
the Scenes in this kind of 2 part ad.

Check out the ezine Archives at the bottom of
www.Archive.enchantednlp.com

[Dien Rice]

Originally Posted by Glenn

Thanks Dien,

So your readers can do this themselves.

Part I - the Ad

Is only to Get Prospects to CALL to ask for MORE INFO.

Part II - The Data Sheet

Is Mis-Direction so we get their email and phone #
and Permission to Call them.

Swap Stories.

Bond - get rapport.

Then INVITE them to come see the car.

The folks who show up to LOOK at the car in person
are your SOLID Prospects.

[...]

P.S. - For a more complete Explanation of what is going on BEHIND
the Scenes in this kind of 2 part ad.

Check out the ezine Archives at the bottom of
www.Archive.enchantednlp.com

Hi Glenn,

Thanks for sharing this technique!

I understand that you probably email them the data sheet... (so to get it, they have to first give you their email.)

But what do you say or do to get their phone number too?

Best wishes,

Dien

P.S. There's a wealth of surprising insights in your archives too...!

[Glenn]

Thanks Dien,

Good question.

This is not theory.

Robert has gotten both phone # and Email this way
for all of his callers - so far.

Except on Rascal who said, "No".

People Call or Text and ask, "HOW MUCH for the Car?"

And

IF you tell the p-rice UP-FRONT you LOSE the sale.

Instead.

You say, "Before we talk price - let me email you the Data Sheet.
SO
YOU
CAN
See
What You are Getting.

And give me your phone # to so I can answer Your questions as you go thru it.

Result?

A - They say OK and give you both

B - OR They say, "No."

In which case they were tire kickers and wouldn't buy anyway.

C - By the way...

You Also never talk price except to the folks who DRIVE over and look
at the car.

D - Then we are protected on the down side cuz I outlined a page with
3 Amounts on it.

I - P*rice the same or similar car is selling for on Ebay
and elsewhere

II - Trade in Value at local used Car lot

III - Blue book value

IN THIS CASE - We are sure to get 1900.00 or MORE
Cuz that is the Blue Book Value.

Thanks,
Glenn

P.S. - We do this a lot with Houses and Yachts. But it works Great
on any kind of Car.

I've even helped s*ell cars that won't run. That the owner
feared they'd have to PAY to get towed.

Do-it-Yourself Mechanics LUV these cars.

Originally Posted by Glenn

Thanks Dien,

Good question.

This is not theory.

Robert has gotten both phone # and Email this way
for all of his callers - so far.

Except on Rascal who said, "No".

People Call or Text and ask, "HOW MUCH for the Car?"

And

IF you tell the p-rice UP-FRONT you LOSE the sale.

Instead.

You say, "Before we talk price - let me email you the Data Sheet.
SO
YOU
CAN
See
What You are Getting.

And give me your phone # to so I can answer Your questions as you go thru it.

Result?

A - They say OK and give you both

B - OR They say, "No."

In which case they were tire kickers and wouldn't buy anyway.

C - By the way...

You Also never talk price except to the folks who DRIVE over and look
at the car.

D - Then we are protected on the down side cuz I outlined a page with
3 Amounts on it.

I - P*rice the same or similar car is selling for on Ebay
and elsewhere

II - Trade in Value at local used Car lot

III - Blue book value

IN THIS CASE - We are sure to get 1900.00 or MORE
Cuz that is the Blue Book Value.

Thanks,
Glenn

P.S. - We do this a lot with Houses and Yachts. But it works Great
on any kind of Car.

I've even helped s*ell cars that won't run. That the owner
feared they'd have to PAY to get towed.

Do-it-Yourself Mechanics LUV these cars.

Glenn,

I'm curious. What are you doing with the contact information for all those people who didn't buy the car?

There's got to be a way to monetize that list.

Ron

[Glenn]

Thanks Ron,

Actually.

We're still testing Which County to put the Craigs List ad in. So far
we are not attracting good car buying prospects.

AND...

I prepared the car owner with a page that contains:

a - The blue book value -

b - The Trade in Value - from local used car dealer

c - Price for similar make and model on eBay

And none of the callers/vistors
so far have come up with MORE than that minimum.

So.

We went to Plan B.

I work with #1 Realtors around the USA and the most effective
method WOMEN REALTORS Us for Quick Home S*ales is...

***Putting Handwritten INVITATIONS to an open
House - With F-r-e-e Food...

***On the doorknobs of all neighbors in all directions.

TURNS OUT that Women Neighbors WANT to see
Inside their Neighbors House.

Men and Women Neighbors ALSO want to
know what THEIR HOME is worth...Based on what that home is s*Elling for.

So.

We are using the same Tactic to INFORM the neighbors
that a low mileage cheap car is NEARBY.

Understand?

The Craigs List Ad - SO FAR - is attracting - do-it-yourselfer car repair guys who
don't seem to have any moolah.

Glenn