I just finished all 12 modules of The Code Of Influence audiobook (got it for $1 on a 21-day trial basis); now, it’s time for a rant. By the way, you may not find the $1 offer when you visit the site. But, the end of this rant spells out how to find its hiding spot.
Today’s rant is about intuition and its affect on the process of influencing others:
p.103 is the first mention of “intuition” in the decision-making process. “…intuition is nothing more than your immediate reactions and the way you feel about them – not the way you think about them.” This got me thinking about how salesmen (of which the author of The Code of Influence is) must hate decisions based on intuition. To them, this sounds like “I have a bad feeling about this.” “I’m afraid I shouldn’t.” “It’s not right.” Most salesmen don’t have prewritten responses to these objectives. They have to ask “discovery questions” to get to an objection they know how to handle.
Malcolm Gladwell in Blink: The Power of Thinking Without Thinking presented overwhelming studies that prove intuition is correct long before our conscious mind even realizes we’ve made a decision. Paul Mascetta tries to debunct this belief with “if you do not have extensive experience in making good decisions when it comes to certain areas, your intuition will be questionable.” I’m going to stick with “trust your instincts” since Mascetta’s argument is screwy. It’s not “experience in making good decisions” that causes the intuition to be questionable. It’s a mistrust in our intuition that causes our decisions to be wrong; thus, our overall experience in making good decisions is questionable.
p.226 Mascetta admits “most people have been conditioned to trust their intuition.” In this section, he’s talking entirely about the first impressions that physical appearance, body language, and physical language must all be in alignment or you’ll be perceived as shady. I got to thinking about how manipulators make conscious efforts to align these factors to cover their shadiness. In those scenarios, it is even more important for the target to “trust our instincts.”
Often, shysters try to overcome our intuition by driving us into conscious fear. This throws us into overwhelming emotional reasoning and leaves no room for the intuitive subconscious side. The invoked fear will sound like “you’ll miss out.” “Everyone else…” “Don’t be a loser.” (Of course, they won’t actually use the word, “loser.”) What are some strategies we can deploy to create space for intuitive reasoning?
Can we try something like I did last night: respond with “That’s exactly what I expected you to say.” The sales pitch was for a $200/month education system on options trading. The benefit they sell is “100% gains no matter the market conditions.” Funny thing is, they actually showed 700% gains in their presentation. Legally, they could only claim 100% gains because there were, less-obvious, trades that lost money. They played off the down-side by asking, “is losing 100% gains worth focusing on the smaller gains?” This was their attempt to 1) respond to the most-expected objection, and 2) create fear to overdrive the conscious mind and, thus, keep intuition from having space to speak or act.
Gut feeling, I didn’t have enough information to understand how many months of $200-per-month education I would need before 100% gains were realized. By the way, I never asked this question because I instinctively knew they already had an answer to it.
Overall, I felt in control throughout the sales call and stuck with subconscious decision making. Did I miss out on a great opportunity? I’ll never know. At least I strengthened my ability to recognize intuitive red-flags and another experience where subconscious decision making felt better than not making a decision at all or being dragged through high-pressure sales calls.
Emotion vs. Logic (p.106)
One final thought, and it relates directly with intuition: “Human beings very rarely [make decisions, scrutinize, and evaluate information on a conscious level. We like to think we do. In reality,] the reason behind a person’s action to make a purchase is associated with a decision that takes place on a subconscious level.” I think this is just more compelling evidence that supports advice to “be real,” which will appeal to your target’s intuition.
I have no intentions of returning The Code of Influence for a refund. It’s chockful of useful information. And, I bought it from a reputable distributor, ClickBank. If you’re not familiar, ClickBank is the most highly-trafficked site of tens of thousands of digital products. It’s pretty easy to spot a product page that’s part of the ClickBank marketplace. (Check out this associate’s page for a sample of the typical layout) At first glance, the entire site looks like sales copy.
If you need definitive proof whether a site is part of ClickBank, click on the ”Buy Now” button. Don’t be scared; it’s harmless going there and easy to back out of. Once you’re there, you notice ClickBank MarketPlace is clearly stated in the upper right-hand corner. That’s how you know you’re buying from a ClickBank vendor.
Speaking of “backing out,” that’s how you get the “special offers.” Close the sales copy. Exit the web site. Try to go to a different site. You’ll get the proverbial “second-chance offer.” What marketers refer to as the Exit Pop-Up Offer. Some sites save the best offer for 3 or 4 levels deep. In those cases, just keeping exiting the site until the offer doesn’t get any lower or the offer jumps to the order fulfillment page. That’s the marketer’s best deal.
With The Code of Influence, the best deal/lowest price comes up on the first pop-up. $1 for a 21-day trial of the audiobook. When I purchased, the full purchase price after the 21 days was $26. Unfortunately, you’ve missed that opportunity, the total cost of The Code of Influence is now $67.