Excerpted from the Science of Influence Volume 17
A metaprogram is a metaphor for a filter of perception, and, therefore, predictive of behavioral tendencies. 20 years ago many people in pop psychology tried to come up with as many metaprograms as they could. Today we know which metaprograms really do filter our experience. We know which metaprograms can be utilized in influence and we know which ones matter the most.
In this article you will learn about three powerful metaprograms. This is an excerpt (approximately 10%) of the Science of Influence Volume 17.
Metaprograms rise from our core desires and drives (see Covert Hypnosis Volumes 2 & 3). Because certain drives motivate us to different degrees, we adapt to the world by filtering information differently. This article will teach you three such examples that are important in persuading others.
In each section you will learn the key words that have been shown to motivate people that are using that metaprogram. Then you will be given questions that will help you to calculate how to construct a plan when influencing your clients and customers.
In one example below I will give a thorough analysis of how to utilize metapprograms and then you will see how major corporations utilize metaprograms to increase sales. I dare say that this is information you should not be without! Enjoy!
Change/Status Quo Tendency Change....................................................Status Quo Different Consistent Evolve Stable Alter Steady Switch Same
Does your client like things to stay the way they are? Does he like to see his business or himself evolve? Grow? Does he like to change? Does he need to keep things status quo?
If you know the buyer’s Change/Status Metaprogram you have a grand opportunity to create security in the status quo or excitement in change. People who like change rarely keep jobs for a long period of time. They tend to get bored easily and they are constantly trying new things. People who like the status quo will tend to stay in the same jobs and do the same things day after day, month after month, year after year.
Accept Readily/Skeptical-Closed Program Accepting....................Cautious............Skeptical..............Closed understand careful beware never unconditional consider can’t always sometimes makes no sense friendly nervous afraid not
You will discover that your listeners fall on a continuum from open acceptance to critical skepticism of new ideas. This tendency has some similarities to that of Change/Status Quo. However, they are not the same. People who are accepting are willing to listen. Those who are closed are usually closed because of some event(s) that have transpired in his life. Interestingly, people who are closed to opinions often got that way because they were once vulnerable and got hurt or taken advantage of. These are the people that put up “No Soliciting” signs. As every salesperson knows, they are among the easiest people to gain compliance with.
The Pleasure/Pain Tendency Experience Pleasure......................................Avoid Pain bright future sick of the way things are feel great stop getting hurt move toward away from make new friends stop being lonely obtain get rid of
Decades of scientific research clearly show that people are more motivated by avoideance of pain than by seeking pleasure.
What this means is that you not only will paint a picture of a vivid wonderful future for your friends and associates when talking to them, but you must also find their current wounds (pain) and heal them. In fact, this one key behavioral tendency drives over a hundred other tendencies and is the foundational key in determining what people will do almost anything to avoid significant pain.
People are motivated to move toward pleasure and away from pain. Of the two driving tendencies, most people have been imprinted to move away from pain more than moving toward pleasure.
People’s communication style can be shaped by childhood experiences. Imagine that you are in sales for just a moment. Imagine one of your customers was a child who was regularly threatened with pain (a spanking, a slap in the face, loss of privileges) when he behaved in a bad way. This developed a very thick and powerful behavioral tendency which many other behavioral tendencies are attached to. Some of your customer’s parents regularly motivated them as children by offering rewards for good behavior. Most parents use threats of punishment in order to gain compliance. Your customer continues to want to do anything he can to avoid pain. If that means complying with you, that is what he will do.
The Amway Corporation has built one of the largest privately held corporations in the world by pulling the mind strings of those with an entrepreneurial spirit and focusing on the pleasure end of the Pain/Pleasure metaprogram. They help their distributors build dreams and create vivid and lush futures. They move their distributors toward pleasure, as a rule of thumb. In contrast, hundreds of the world’s largest corporations have built their fortunes by pulling the mind strings of the populace on the pain side of the Pain/Pleasure metaprogram. History and scientific research has shown that people are very averse to pain. As mentioned above, most people will do far more to avoid pain than experience pleasure. The experience of pain is the driving force of billions of dollars in the advertising industry. How many of these slogans and commercial themes sound familiar to you?
“Aren’t you hungry for Burger King, now?”
“Do you suffer from headache pain?”
“Do you feel achy?”
“Can’t sleep at night?”
When you are talking with your client or any other kind of listener, your job, in part, is to show how your product or service will create great pleasure if they accept your proposal and also act as a way to avoid pain. If they fail to hire you, you show them how their wound will grow and create pain for them in the future. If they hire you, you will help them heal their wound.
Anthony Robbins, the world’s most powerful motivational speaker, got to that pinnacle of success by being able to clearly create vivid pictures of what would happen to people if they didn’t allow him to help them. You can utilize the power of the Pain/Pleasure metaprogram just like Robbins has done.
If you have elicited your listener’s metaprograms, then you can focus on the context specific information you have elicited instead of relying on the general rules we have discussed here. In marketing products, for example, we must rely on the norms. In the direct sales situation, on the other hand, we have a marked advantage of knowing exactly what motivates each specific client.
One effective language pattern that helps the client experience the pain of not working with you, is for you to say a variation of the wound opening, “If you don’t act on this now, then won’t things simply get worse?”
The more the customer fears and moves away from pain, the more likely she is to act now. It is our job to paint a picture of the consequences of failing (for example) to hire you. Experiencing pain must be more than an idea, it must be real to the listener.
If we fail to successfully share our winning ideas that require change, then they are not accepting these ideas because they still associate too much pain to change and we simply have not done your job. Nothing will get a person to change their point of view or buy a product if they are still unconvinced. You must help the person see the obvious and clear benefits, emotional and logical to accepting your products and services.
Your job as a communicator is often to paint the status quo as miserable. Most people have a fear of change. It is often genetically hard wired within them and when not, fear is imprinted early in childhood. Therefore, when painting the status quo, it must hurt to experience it. You must bring out the pain of not changing and make it vivid. Someone who associates no drawbacks or very little pain in the status quo will not accept your proposal. They will say, “no.”
The more someone moves away from pain and experiences fear, the more likely they are to act on a decision, now.
The Amway Corporation has utilized a wonderful tool for helping potential distributors feel the pain of failing to become Amway entrepreneurs. For just a moment, remember when you were first presented with the opportunity to become involved as a distributor. One of the dark pictures the speaker painted for your future was this: If you don’t become a distributor, how else are you going to become, financially independent? Do you really want to work at that the same job and forever? Are you really going to be happy with $35,000 per year, every year for the rest of your life?
Where Can You Find More Information Like This?
The Science of Influence is the place to begin. What makes the Science of Influence different from every other program about persuasion? This material is fresh, potent, tested, and has nearly all of what you will discover is new! There is no rehash of past salespeople or scholars.
Science of Influence: The Master’s Home Study Course CD Set Volumes 1-12
Here are just some of the incredible things you will learn when you receive the first 12 cds in the series:
- Discover which of the desire to gain or the fear of loss is TRULY the far greater motivator and how to harness that power in your persuasive messages.
- Learn what may be the single most important element of influence you have ever been introduced to. I have NEVER released this information on audio, video or in manual form
- Discover how skeptical and non-skeptical people perceive and respond to persuasive messages in a VERY different fashion. (Hint: If you don’t know this information you will automatically lose almost 1/4 of all of your encounters.)
- Ethical techniques to hypnotically enter another person’s mind and reshuffle their deck!
- The one way that reciprocity can blow up and completely backfire.
- How to prepare your unconscious mind to always present the right body language at the right time.
- There is one KEY factor in making your clients decisions permanent: Here it is!
- How to specifically use Hypnotic Confusion in influential messages.
- The One Question that someone MUST say “Yes” to every time!
- The most effective non-coercive way to gain compliance on record.
- How do you create metaphors…based upon the person/audience you are speaking to?
- So much more!