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  #1  
Old October 19, 2016, 11:28 AM
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GordonJ GordonJ is offline
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Default Take a field trip to the mall to test these "Fascination" techniques.

Try these.

Go to food court, stare at people from the side, see if they turn to see what they are feeling. Don't creep them out too bad. Animals have a sense of being watched, in humans, we can 'feel' people looking at us.

Stare from different angles. IF, you get someone to turn or catches your eye, give them the big smile of familiarity, and if you feel like engaging, you approach them apologetically, and tell them you at first thought they were an old friend, a friend who makes you smile.

It is a form of a pattern interrupt, and often puts them in a receptive state of mind because you have warm/friendly feelings in place, and they are vulnerable to your suggestion.

Just one technique to train yourself in the use of fascination. It has been suggested to me that I consider writing more specialized info for, salesman and maybe how to get a date type thing.

Your eyes are the most powerful of all senses when used in face to face meetings and coupled with your knowledge of NLP or Salesmanship, makes face to face outcomes tilt heavily in your favor.

Any interest in past experiments tested on the sales floors of several companies? I might share if there is. OK?

GordonJ

Last edited by GordonJ : October 19, 2016 at 11:41 AM.
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  #2  
Old December 11, 2016, 02:53 AM
MVc5hws
 
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Default Re: Take a field trip to the mall to test these "Fascination" techniques.

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Originally Posted by GordonJ View Post
Any interest in past experiments tested on the sales floors of several companies? I might share if there is. OK?

This stuff fascinates me, so yes please! Your stories are the best parts of this forum.
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  #3  
Old December 11, 2016, 10:50 AM
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GordonJ GordonJ is offline
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Default Case Study One: MACE Electronics

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Originally Posted by MVc5hws View Post
This stuff fascinates me, so yes please! Your stories are the best parts of this forum.

During my 3 years with MACE Electronics I was always in the top 10 in sales, even when they got to 100 salespeople in 16 stores. Me and Pete (who had his own technique) worked at the same store and it was a new store and we took it to one of the top stores in the chain in record time. MACE sold consumer electronics.

Every week, some kid would get his uncle to buy a big system, so you would see different names in the top 10, but there were 4 or 5 of us which were always up there, because we were PROS.

Mirroring and pacing were around long before the NLP guys got their hands on it, having started studying with Fran Renner (at the corner of 4th and Portage Trail) when I was 15...and she fully immersed me in Ericksonian as well as other hypnosis techniques. It wouldn't be until 4 years later, while in the Navy, I started applying the combinations of my studies.

After all, on a submarine, I had a laboratory full of mice, whom I could experiment on.

Anyhow, MACE was in the 80's, during the rise of the VCR, cable TV, camcorders and HOME computers. For about 2 years, I was one of the leading sales guys for Apple II and IIC home computers.

So, when I was "up", salesman take turns with people coming into the store (except Pete, he didn't work that way, violated every rule they had about greeting the customer)...

But when it was my turn, I began with a piece of Fascination and anchored a thought to a word. The thought was I was the guy to go to for answers.

I used a touch, because we had to show our coupon book bonus, and this gave me an opportunity to mirror and lead.

I had the highest closing rate and was most often the leader of selling the very profitable Extended Warranty.

This is a verifiable account, I still see Pete once in awhile, and someone has the records too.

I can't get into details typing, I might be willing to make an audio, just to answer questions.

Fascination is one of the most powerful tools a salesperson can use, and it comes naturally to some, and when you are aware, and see the results, you can ramp up the power from a small 40 watt night light to a giant Kleig light with the batman symbol on it, only instead of bats, put dollar signs on yours.

Gordon

PS Most often the term CHARISMA is used to describe someone with natural fascination powers.

The "idea" I planted was based on one of the more powerful "cognitive biases", the so-called HALO effect. This is created through rapport, often telling the target how smart they are, or being all, WOW... "Wow, not one in 100 customers know that, we must have attended the same genius academy" with a hearty laugh and touch to elbow.

Last edited by GordonJ : December 11, 2016 at 12:46 PM.
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  #4  
Old December 11, 2016, 10:30 PM
MVc5hws
 
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Default Re: Case Study One: MACE Electronics

Very interesting stuff... I can see traces of Cialdini in there - he's the author I'm most familiar with.

Cool point about Charisma being natural fascination. I've met a few people over the years who are 100% always-on charisma. Apparently I can toggle it off and on, or focus it like a laser. Which probably means I need a lot of practice if I want to exercise my charisma muscle.

I'll have to go back through the forums searching for anything on hypnosis, trance and fascination. Thanks Gordon.
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  #5  
Old December 13, 2016, 10:17 AM
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Default Well, I'm still kicking...

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Originally Posted by MVc5hws View Post
Very interesting stuff... I can see traces of Cialdini in there - he's the author I'm most familiar with.

Cool point about Charisma being natural fascination. I've met a few people over the years who are 100% always-on charisma. Apparently I can toggle it off and on, or focus it like a laser. Which probably means I need a lot of practice if I want to exercise my charisma muscle.

I'll have to go back through the forums searching for anything on hypnosis, trance and fascination. Thanks Gordon.

Sure, by all means, go back through the forums, we have 17 years worth of info...but if you want a shortcut, just ask me now. I haven't yet forgotten most of what I know, and you'd be getting current "state of his art" information, cause, in 17 years, I have learned and adjusted some of my work.

But feel free to search the archives, there is solid gold in there and for the first 7 years, it came from a variety of sources too. I love finding a hidden treasure, buried there.

Gordon

Last edited by GordonJ : December 13, 2016 at 10:28 AM.
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  #6  
Old December 13, 2016, 09:08 PM
MVc5hws
 
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Default Re: Well, I'm still kicking...

Quote:
Originally Posted by GordonJ View Post
Sure, by all means, go back through the forums, we have 17 years worth of info...but if you want a shortcut, just ask me now. I haven't yet forgotten most of what I know, and you'd be getting current "state of his art" information, cause, in 17 years, I have learned and adjusted some of my work.

But feel free to search the archives, there is solid gold in there and for the first 7 years, it came from a variety of sources too. I love finding a hidden treasure, buried there.

Gordon

Thanks for the offer Gordon, I'll be in touch.
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  #7  
Old December 14, 2016, 10:18 AM
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Default Shortcut:

Quote:
Originally Posted by MVc5hws View Post
Thanks for the offer Gordon, I'll be in touch.

1- Proof of concept. 2 hour lunch at Mall Foodcourt staring at people from different angles.
2- Visit stores at mall with intent to distract/influence in some way, smile or laugh perhaps
3- Enter a state of Total Conscious Awareness, know what you are doing and OBSERVE others, can you figure out their state of mind from just body language
4- Engage with intent, mirror, lead, pace
5- Practice with escalating demands, or more complicated responses
6- Take copious notes on what and why you are doing what you do
7- Have a purpose

Those are the thumbnail sketches of 7 Steps to Fascination

First, you have to convince yourself that people can be communicated with via sight only (don't stare at the wrong person too long, he'll shoot you)

Once you have proof, for yourself, it is like any sport or activity; structured practice with measurable goals, and a tracking method.

Gordon
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  #8  
Old December 14, 2016, 09:37 PM
FirstBorn
 
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Smile Re: Take a field trip to the mall to test these "Fascination" techniques.

Quote:
"First, you have to convince yourself that people can be communicated with via sight only"

First, too bad this forum doesn't have a 'Like' button or 'Thank You' button...

***
They say you can send 'commands' to someone by relaxing, mirroring the person, and by 'thinking' towards the 'subject' of what you want them to do.
For instance;
You're selling a TV...

There are two models to choose from.
The $150 TV and the $300 TV.

Your 'subject' is standing there thinking to himself:
"I want the features of the $300 TV, but I was only planning on getting the $150 model."

Meanwhile, you are standing in front of the customer, looking at him, relaxed, and thinking:
"I'll take the $300 model, anyway."
- mentally repeating yourself and visualizing the customer saying this to you.

Next, the customer says to you,
"I was only planning on purchasing the low end model, but I'll take the $300 model, anyway."

What are your thoughts on this?

Thanks,

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  #9  
Old December 15, 2016, 10:17 AM
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GordonJ GordonJ is offline
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Default It is only a part of the strategy.

Quote:
Originally Posted by FirstBorn View Post
First, too bad this forum doesn't have a 'Like' button or 'Thank You' button...

***
They say you can send 'commands' to someone by relaxing, mirroring the person, and by 'thinking' towards the 'subject' of what you want them to do.
For instance;
You're selling a TV...

There are two models to choose from.
The $150 TV and the $300 TV.

Your 'subject' is standing there thinking to himself:
"I want the features of the $300 TV, but I was only planning on getting the $150 model."

Meanwhile, you are standing in front of the customer, looking at him, relaxed, and thinking:
"I'll take the $300 model, anyway."
- mentally repeating yourself and visualizing the customer saying this to you.

Next, the customer says to you,
"I was only planning on purchasing the low end model, but I'll take the $300 model, anyway."

What are your thoughts on this?

Thanks,


A couple of points first; have any of you ever gotten a "dirty look"? That was communication, same as a smile from a pretty girl, and fights have been started with the line, "What are YOU looking at?"

See, being looked at, and being aware of it, is hardwired into us. We sense it, sometimes feel a chill, maybe even our hairs stand up warning us of danger.

The reason I take people to the mall is so they can experience this communication and show them, how and why non verbal communication is so valuable.

Now for the question. I talked about "Toothpick Pete" before, he and I were two of the top salesman in a chain of consumer electronics stores. Neither one of us followed the company policy, which we both hated.

See, they were TYPICAL, running ads for low cost leaders, then using the bridge technique, showing them the high priced one and then forming a bridge to the one the company wanted us to sell.

So there is old world salesmanship in getting a 150 dollar spender to double the amount, and this is taught and still used today, H H Gregg is one of the old fashioned consumer electronics stores using it, which is why I won't shop there, ever.

But the idea of planting the 300 dollar thought can be helped with subtle technique.

Let me give a better thought...one that I used... I want to give this customer the best value for whatever the amount he will spend.

So if he was stuck on the 150, I didn't give him good enough reasons to move him, or he honestly couldn't afford much more, unlike Judge Rhinehold in Ruthless People selling speakers (if you can't afford it, f'kn finance it)

You give it your best shot.

But, as most salesman know, what the customers say they have to spend and what they do, are two very different things.

While projecting the thought in a state of Feeling Divinely Blissful, with the loving thought of what is best for you is the 300 dollar TV, while standing in front of it or having it over your shoulder and in some way pointing to it...

you would say the 150 TV it is an ok deal but

a better deal would be (the 300 dollar tv) BECAUSE...

then the reason... the warranty is for a year and not just 90 days, and has a much better service record, you can talk to our technician the guy who works on them everyday...

But, I think having a positive thought toward your prospect won't hurt, but a more thought out plan, coupled with the thought is going to be much more valuable.

Pete and I refused to sell loss leaders and when the customer complained, why advertise it then, we'd shrug our shoulders and tell them about Larry, Curly and Moe...the stooges who owned the company and they didn't ask our opinion on their crummy ads...

we could establish rapport. It was almost NEVER a good idea to sell a low end VCR, or TV, because they would wind up in repair shop and the customer would hold it against the salesman. We prevented that from happening and got far more referrals than the excited kids who just wanted to sell anything.

Before you try FASCINATION, you need to synch up, rapport, mirror, pace and cold read all in just a few seconds. Then when you have a clearer idea of what they are thinking, you can REPLACE that thought with one of your own.

Especially if you put the welfare of the customer first.

Gordon

Last edited by GordonJ : December 15, 2016 at 10:35 AM.
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  #10  
Old December 17, 2016, 01:44 PM
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GordonJ GordonJ is offline
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Default A few practice techniques.

Why bother with Fascination? It is a tool, a power tool in your kit of influence and face to face persuasion abilities

Some old timers, especially alpha males with outgoing personalities use old time salesmanship and it works just fine for THEM.

Their methods and techniques are hard to translate to introverts, to those less confident, less ego, less bullying so a softer approach works better.

By combining the best of all strategies and methods, by using your knowledge of salesmanship
hypnosis
cold reading
mesmerizing
fascinating

via understanding Pre Occupations, Breaking them, and using what skills you have, you have a higher chance of getting the results you want...

In sales, more sales.
In dating, more amenable dates.
In teaching, more attentive students

Begin with WHY you want to add fascination. Here are a few techniques.

Stand sideways to a mirror. Turn toward the mirror and pretend you see an old friend you haven't seen in awhile. Observe your face, your smile, the eyes, this is known as the look of friendly familiarity.
It can be very useful when breaking a stranger's preoccupation.

You begin with the idea you RECOGNIZE THEM like an old friend, they aren't sure at this point if they know you or not. As you approach, in a very friendly manner, you can then say OOPs, you reminded me of a dear friend, and for a minute I thought it was him/her...such a great guy, and then apologize and leave, with a Columbo like after thought, hey, you wouldn't be related to Fred Caruso would you?

Next exercise, make faces at yourself raise your eyebrows, one at a time if you can, sneer, smile, widen your eyes, note your pupils, look left, then right and just be a Jim Carrey character for two minutes creating looks.

See, the more nuances you have in the tool kit, the much easier they are to apply at the right time with the intent to amplify your thought, and to lessen their defenses at the RAS level.

Ultimate influence is minimal words, maximum response, so the more stimuli (visual) you can offer, you fire off different parts of their brain.

Third mirror technique, hear a sound in the distance. Listen for birds or trains or traffic, how is the expression on your face when you are trying to hear a distant sound?

Like all skills, practice and apply. It is the golf equivalent to HIT the ball and have the ball give you feedback.
Which is why a couple Sat. spent at the mall is like a year of study and rehearsal, it is a human behavior laboratory and you are the person in the white lab coat observing your "mice".

GordonJ
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