Saturday, Part 8

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Ross: Children naturally do this. Children know how to manipulate and
how to persuade. What do kids do? My niece, when she was a little
girl, I said, “Show me the voice and the face you use to get daddy
to buy you toys.” My brother is hopping to attention grabbing his
wallet.

When a kid wants something, she waits to see when the parent is
in a good mood. She understands mood. When the parent says
yes, is that enough for the kid? The kid says, “Do you promise1”
The kid not only gets the sale; the kid gets the commitment. Kids
are natural manipulators. Kids know this shit. We lose it. That’s why
you’re here: to get it back.

“So will you promise me you’ll ask those questions?” The most
crucial word is “promise.” By the way, I ripped this off from Bond
Halbert, Gary Halbert’s son. I saw it and thought, “This is brilliant.”

“Will you promise me you’ll ask those questions?” The crucial word
is “promise.” You don’t ask a total stranger to make a promise. The
minute you say, “Will you promise me you’ll ask the questions?” it’s
implying a relationship with trust.

I’m also asking for a behavior which is easy to do and costs them
nothing, so it makes it pretty certain they’ll do that behavior. We’re
implying a relationship. I talked about the power of implication. Why
not use words that imply a relationship? Trust.

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Saturday, Part 8
Copyright  1988-present, Ghita Services, Inc. All Rights Reserved.
Website - http://www.PersuasionMasterySystems.com/
 “As I share this with you, will you promise me1”

“Will you promise me as I share this with you1”

“Can I trust you to share the questions that you have?” is a great
one. “Can I trust you to share the questions that are going to come
up naturally as you discover a good decision will be made?” Write
that one down. It’s a good one. It’s evil.

This reminds me of the good old days of Speed Seduction when I

was starting out and I would generate new material on the
spot1before I got senile.

“Can I trust you to share the questions that are naturally going to
come up when a good decision is going to be made?” Throw that
in, salespeople. I’m serious. I’m not playing with you. The lights are
really going on in your head, are they not? Yes, they are.

I like people like her. She’s going to go out and use this stuff.

Participant: She’s going to tear it up.

Ross: I challenge you to push the envelope. I trust that you’re going to
push that envelope as far as you can take it. You like me learn at
the extremes of how far you can push something. True? You like to
stretch yourself, and I think that’s good.

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Saturday, Part 8
Copyright  1988-present, Ghita Services, Inc. All Rights Reserved.
Website - http://www.PersuasionMasterySystems.com/
 Have some bubble wrap. We’re popping with ideas.

Participant: What’s the point?

Ross: Just have fun. You can wrap me in bubble wrap and bop me. Pop,
pop, pop. I can hear the brains frying in the room. It’s like the smell
of bacon. Neuro-synapses frying. Wrap me in this. I think it’s fun. It
gives me an excuse to have a mouthful of my snack. I love it! It’s
the sound of brains frying, isn’t it?

Participant: Your tonality when you’re saying stuff.

Ross: I can whisper it in your ear in the morning. I’m turning red.

Participant: Would it be a good idea to gesture towards the product when you
say these things?

Ross: Who the fuck gives people bubble wrap? Close your eyes and just
listen. Can you hear bacon frying? Bacon, bacon, bacon!

Enough of that. Cease popping.

Participant: Would it be a good idea to gesture toward the product like a hand
gesture when you say “good decision”?

Ross: You don’t need to do that.

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Saturday, Part 8
Copyright  1988-present, Ghita Services, Inc. All Rights Reserved.
Website - http://www.PersuasionMasterySystems.com/
 What you’ve done is you’re setting the frame that you’re not selling,
but you’re vulnerable and a trusting person turning something of
value. So every time they do the behavior or watch someone else
do it, it reinforces the meaning that “I’m trustworthy.”

Technical vocabulary alert: implied reciprocal trust. The clever use

of language to imply that one is extending trust, sharing.

Read back the sentence I had just come up with on the fly. “Can I
trust you to share the questions that naturally come up?” Now it’s a
matter not of “do they trust me?” You’re reversing the frame.

See the little dog chewing the bone? “You’ve been good, so here’s
a treat.” Look at this phrase. I love it. It’s incredibly good: “I can’t be
the one to decide for yourself you want this.”

So if someone says, “I’m really not certain. Can I think about it?” it’s
totally clear I can’t be the one to decide for yourself you want this.
Why am I purposefully being confusing here?

What if I said “It’s totally clear I can’t be the one to decide for
yourself that you want this?” That’s grammatically incorrect. The
correct way would be to say, “I can’t be the one to decide that you
want this.” But when I say, “I can’t be the one to decide for yourself
you want this,” decide for yourself is a command. By being
grammatically incorrect, you actually create a confusion.

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Saturday, Part 8
Copyright  1988-present, Ghita Services, Inc. All Rights Reserved.
Website - http://www.PersuasionMasterySystems.com/
 Here’s a quote from Milton Erickson: “In all my techniques – almost
all – there is a confusion.” He was the father of modern
hypnotherapy.

Here’s an axiom. Knowing when to make sense to a prospect and

how and when to artfully, skillfully, and momentarily create
confusion is the mark of a true master.

How many people ever thought that artfully being confusing can
actually help you sell and persuade? In fact, knowing when to
artfully confuse your prospect and knowing what to do at that
moment of confusion is very powerful. This is confusing. For me to
say, “I can’t be the one to decide for yourself you really want to buy
this,” is confusing. Momentarily, you’ll see people get confused.

Listen to this one. Imagine you’re at a point where the person says,
“You know, I’m really not certain,” or you’re in a negotiation. Listen
to this: “Maybe it doesn’t matter that you clearly see your own
reasons to choose this or you just feel you want to and never
bother even trying to figure it out. What matters is that there’s an
agreement that feels good and right for everyone, right?”

Step two of this is find as many examples of being vague,

ambiguous, and confusion. It’s a different technique than the last
example.

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Saturday, Part 8
Copyright  1988-present, Ghita Services, Inc. All Rights Reserved.
Website - http://www.PersuasionMasterySystems.com/