09-27-2017, 11:53 AM
(This post was last modified: 09-27-2017, 11:59 AM by SargeMaximus.)
Reading more of "Influence".
Fascinating book. Clearly the principles written about work, based on all the evidence.
One of the interesting stories was about a seminar where the author and his friend (an intellectual of some renown) attended.
As the presentation went on, the intellectual got more and more agitated. Finally, when the presentation was over, the sales guys asked for questions.
The intellectual raised his hand and they picked him. He then started asking them all manner of questions, creating an air-tight, logical argument for why their product didn't work.
Immediately afterwards, people from the audience rushed to the sales reps to buy the product. lol
The author says it was because they had hoped the product would be the solution to their problems and when that was at risk of being taken away (by the logical argument) they rushed to buy before they changed their minds.
I wonder if such a tactic could be used in DMSI.
Instead of being the logical case for being the best choice for a girl, what if we were the embodiment of her hopes?
In the same book, there is a story of a girl who was with a guy who drank and wouldn't agree to marry her.
She finally broke up with him and got engaged to another fellow.
That's when the guy came back, begging and pleading, convincing her he would change and even get married.
She called off the wedding, gave back the engagement ring and went back to her old BF.
They never ended up getting married, and he never quit drinking.
EDIT: In line with this, finally found a part of the book I've used in my own sales practices: it's called "the foot-in-the-door" technique. Definitely something we need in DMSI. I know Shannon doesn't have a lot of time, but I'd almost rather he read books like this before making the next DMSI incarnation for ideas.
Fascinating book. Clearly the principles written about work, based on all the evidence.
One of the interesting stories was about a seminar where the author and his friend (an intellectual of some renown) attended.
As the presentation went on, the intellectual got more and more agitated. Finally, when the presentation was over, the sales guys asked for questions.
The intellectual raised his hand and they picked him. He then started asking them all manner of questions, creating an air-tight, logical argument for why their product didn't work.
Immediately afterwards, people from the audience rushed to the sales reps to buy the product. lol
The author says it was because they had hoped the product would be the solution to their problems and when that was at risk of being taken away (by the logical argument) they rushed to buy before they changed their minds.
I wonder if such a tactic could be used in DMSI.
Instead of being the logical case for being the best choice for a girl, what if we were the embodiment of her hopes?
In the same book, there is a story of a girl who was with a guy who drank and wouldn't agree to marry her.
She finally broke up with him and got engaged to another fellow.
That's when the guy came back, begging and pleading, convincing her he would change and even get married.
She called off the wedding, gave back the engagement ring and went back to her old BF.
They never ended up getting married, and he never quit drinking.
EDIT: In line with this, finally found a part of the book I've used in my own sales practices: it's called "the foot-in-the-door" technique. Definitely something we need in DMSI. I know Shannon doesn't have a lot of time, but I'd almost rather he read books like this before making the next DMSI incarnation for ideas.
