The Science of Analytical Human Behavior
The study of how humans make buying decisions, the shortcuts they take to get there, and how you as a professional can control this process.
Goals and Objectives
• Present an innovative, but in some cases, an ‘Old School’ way to close sales, gain new customers and prospects, while leaving less money on the table with the power of the up sale.
• Provide a learning experience that is skill based.
• Motivate participants to use their new found skills immediately.
• Create the connection between new skills, current company resources, and the energy of creativity, to increase the income and excitement of the professional influencer.
Abstract: The Study of how humans make decisions and the short cuts they take to get there.
Analytical Human Behavior will help, sales teams, customer service teams, and managers become master persuader’s.
When you study and master the Science of Analytical Human Behavior, you will learn the 7 principles to be able to persuade your clients, your family, or anyone in any situation. In this 8 hour presentation, we will offer your team the ability to apply all seven principals to their field of work.
With all the information that we must process, it is and has been human nature to delete most of this information and look for ways to make our decisions quickly. When you consider the fact that humans are on automatic pilot most of the time and we automatically take short cuts, our decision making process can be controlled by others. As an influencer, it is up to you to use these skills with care and respect. Because, once you start using these skills, there is no telling what you can accomplish. The side effect of this course is that once you become aware of the short cuts, it will be harder for someone to use these skills on you.
Your team’s skills will improve while being entertained.
Your company’s bottom line will improve immediately.
‘How good am I at being a master persuader?’
‘How much better will I become?’
Each participant will walk away with a new understanding and an excitement to get out in the field and start using their new found skills. While answering the previous questions with an astounding, ‘I am a great persuader; I am getting better each day’.
Presentation summary: The Science of How Humans Make Decision and How to Use This Science in The Sales Process.
Commitment and Consistency
You said it not me.
Understanding the rule.
People want to be consistent. Once people commitment they will do what is necessary to remain consistent. It is Human Desire to be and appear as, what we say we are.
▪ Beach Blanket.
By simply asking a question, a person can create compliance with their client to such a high level, your client will be willing to do anything to help you.
▪ Cabbage Patch Kids.
Demonstrate a shortage and your potential client may come a running, if they have already made a commitment.
▪ Drive Safely Study and Sign.
Have your client say ‘yes’ to an issue that requires them to see themselves in the light of good will and they will fight to remain that way while buying your product or service.
▪ Why Goal Setting Works.
The Power of Goal Setting works when you or your client is forced to make a personal commitment to their goals. When you apply Goal Setting to the work place, you will quickly be able to lock your employees in.
▪ The Power of the Lottery Ticket.
Studying the level of commitment before and after someone picks their numbers for a lottery ticket gives a powerful clue as to how a professional can leverage this skill.
Techniques to consider.
Write it down:
▪ Create a struggle.
▪ Ask easy questions to elicit the ‘yes’.
▪ Low Ball.
Follow the Leader
Understanding the rules.
When someone needs to make a decision and they are not clear on what to
do, they will look to see what others are doing.
Humans do not wanting to look out of place or appear stupid
Religious leaders have found a way to use “Social Proof” to increase their membership, and their weekly Tithes.
In a group of adults and peers walking “Social Proof” is responsible for the suspension of common sense.
▪ Curing Phobias.
“Social Proof” is such a strong concept it can help end Phobias. What can it do for your career.
Most people prefer to say ‘yes’ to people that they know and like.
We are more likely to comply when a product or service is associated with a physically attractive person, positive circumstances or attributes, and people that are similar to us.
Just like me.
◦ There are several short cuts to create rapport. This brief section will be worth the price of admission for those who are willing to try something new.
I know what I am talking about because I said so.
Understanding the rules.
Strong societal pressure to comply with perceived authorities.
Authorities equal those who have wisdom, knowledge, and power, or appear to.
Humans have a deep seated sense of duty to authorities.
Authority figures change, but our sense of duty does not change.
▪ Doctors and R Ears.
Doctors are considered authorities and thus we very seldom question anything that they have to say. How do we transfer this behavior to us? How do we become the trusted authority?
▪ Military orders.
In the military, it is clear who the authority is, but the question becomes how far will someone go to comply with their leadership?
▪ 1st Book.
A demonstration of authority and what happens when not followed. We have been taught since the beginning of organized time to obey authority.
▪ Obedience Equals
Obedience to authorities is often equated with success. When we appear as authority figures, we can create obedience to our closing demands from our clients.
▪ Just the appearance
It is our title, size and clothing that will set us up as authority figures. Learning how to use each of these in the proper environment makes being a ‘Master Persuader’ a slam dunk.
▪ The expert
How a waiter is an expert and how it increases their tips with every table they serve.
Not enough of me to go around.
Understanding the rules:
People want what they can’t have. People will assign a higher value to an opportunity when it is less available. A low price equals less value.
The harder it is to obtain something, the better it must be.
▪ Lose it.
When someone is about to lose something the value becomes more real and usually more costly.
▪ Less of it.
By looking for ways to remove or limit your product or service, you can create a demand. Proof lies in the price of a gallon of gasoline.
Real limited time offers and your personal time. As long as the loss is real and not seen as manipulative.
It’s in the giving and taking and taking.
Understanding the rules.
Humans feel obligated to repay a gift from others. This is a basic norm of human culture; reciprocation requires that people try to repay, in kind, what another person has provided.
▪ All societies follow this rule.
▪ Art of appreciation.
Learn the most powerful closing statement ever.
▪ Is it rapport
▪ Collation building.
How to give away as little as possible to earn a profit.
Trance Induction at its best BECAUSE
A trance inducing word or phrase of power, which creates the desire to say ‘yes’ just because.
Allow your client to automatically let your clients decided in your favor:
▪ Double Bind
▪ Pre, Re, and Deframe
▪ The One Word
▪ It’s Story Time