Sales Magic - Subliminal Embeds and ShapingMatt Rix
October 4, 2011 — 1,004 views
What if there were ways to subtly influence people (and increase the odds of getting what you want) by embedding subliminal suggestions and ideas into their memory? Would this ability to influence and persuade others become a valuable tool for your professional sales career or your personal relationships?
Within top-level sales and marketing groups, there is a saying, "The mind, once pointed in a specific direction, is unlikely to reverse course without much further thought and consideration." In this newsletter, I will share some amazing information on one particular type of Sublim Embed (short for subliminal embedding) technique called Shaping.Shaping
DISCLAIMER: The information I am sharing with you is very powerful, and with this power comes an ethical and moral decision that you, the reader, must make for yourself. As in all powerful information, you have an obligation to NEVER misuse these techniques. Much like a loaded gun, it is neither good nor bad ... it's the person wielding the gun that determines how the gun is to be used. That being said, we can proceed!
Fact #1 - Normally, questions are used to help extract useful information from others - but shaping questions will help people create connections between concepts, past experiences, and emotions.
As Kevin Hogan Ph.D., a leader in the field of social psychology explains, "Shaping is asking a question in such a way as to shape or highly influence the answer - immediate input to get an immediate and influenced response."
MATTRIXX Tip: Shaping provides a process that allows you to subliminally introduce an idea into a person's subconscious ... an idea they will eventually come to think of as their own ... all through using questions!
Shaping can increase awareness of specific issues, it can aid in the thinking process, and it can force a person to explore deeper levels of understanding about a particular subject. When we understand how the brain processes information and stores memory, we gain an insight into certain forms of instantaneous subconscious memory formation, such as in certain types of Déjà Vu. With this knowledge, corporate leaders and sales professionals can make their presentations much more effective, memorable, and amazingly persuasive.
Fact #2 - There are many ways to construct a question; in fact, there are five distinct categories of questions that can be utilized in the shaping process. These are Factual, Convergent, Divergent, Evaluative, and Combination. For example, a divergent question is a question with no specific answer, so it can force a person to explore different scenarios and possible outcomes at virtually the same time.
MATTRIXX Tip: Divergent questions are VERY effective if you supply key information to the listener immediately before or after posing the divergent question. This is because of two related factors: (1) People make their decisions emotionally when the answer to a question isn't obvious, and (2) People rationalize their emotional decisions instead of making rational decisions.
Fact #3 - Divergent questions can also be directional, meaning that while your question may not offer the correct answer, it will block or eliminate other less desirable alternatives and push the person toward a desired conclusion. Rhetorical questions can be very influential in shaping a person's opinion, especially when critical information has been introduced within several minutes of asking the question.
A great example of a divergent question would be, "Where do you think we would be today if our country's Founding Fathers and signers of the Declaration of Independence had been as self-absorbed, greedy, and morally corrupt as today's politicians seem to be?"
This is a divergent question followed by an inferred statement that today's political figures are corrupt, greedy, and self-absorbed. I offer no supporting information other than a simple declarative statement; yet, this statement cannot help but shape and narrow the response to the question. Very few people will spend the time to consider that some of our politicians may not be corrupt, greedy, or self-absorbed, despite the fact that I have offered no proof one way or the other.
In short, I have narrowed and SHAPED the listener's response to my seemingly rhetorical question. Additionally, I have embedded a subliminal thought of "self-absorbed, greedy, and morally corrupt", which will be reinforced each time I talk to the listener. Through another technique called Associative Reinforcement, it becomes a simple matter to attribute the Sublim Embed to the listener, allowing them to believe it was originally their own idea!
MATTRIXX Tip: Highly successful evangelical preachers, comedians, TV infomercial hosts, and trial lawyers (and let's not forget Tiger Moms) are very good at using divergent, rhetorical questions. When shaping is used, some of the best questions are presented in such as way as to appear to be a statement rather than a question.
One of the primary sectors I work within is the Assisted Living and Continuous Care Retirement Communities (or AL/CCRC) market. During a recent corporate workshop, I helped a large multi-state corporation create a collection of signature stories to use within their "Story-Selling" campaign. Divergent questions were purposely embedded within these stories to help trigger a desired (and very predictable) response within the perspective client. These questions will shape specific answers (and emotional responses) based on the information embedded within the Signature Story.
MATTRIXX Tip: When you can make the listener consider alternate scenarios, some of which are painful or emotionally uncomfortable, you can then offer unique and unforgettable solutions.
MATTRIXX Tip: One additional bonus of learning about Sublim Embeds is that once you know about them and understand how and why they work, you will become less susceptible to them when others try to use them on you.
The beauty of a divergent question is that it can appear spontaneous while virtually eliminating any answer but the one you want your client to come up with. In the end, our goal is not to simply offer products or services - our goal is to offer unique solutions to our client's problems ... solutions that, once the client becomes aware of them, they find they cannot live without."Subliminal persuasion is not getting people to take an action. It is getting them to believe the action you want them to take is their own idea." - Matt Rix
MATTRIXX Institute of Influence and Persuasion
Matt Rix is America's leading authority on the science subliminal triggers of influence combined with persuasive presentation techniques. His has helped thousands of clients whose careers depend on their powers of influence and adaptive persuasion.