Invisible Influence: The Power to Persuade Anyone, Anytime, Anywhere

87 Pages·2013·0.44 MB·English

by  Kevin Hogan

Contents
Cover
Title Page
Copyright
Dedication
Acknowledgments
Chapter 1: Intentional Reality
In His Own Image
The Powerful Influence of Prophecy
Developing Your New Expectant Mind
Here’s the Template
Chapter 2: Identity Convergence
A Strategy to Implement Invisible Influence
The Identification Exercise
Influence Factors Covered in This Chapter
The Initial Identification Exercise
Chapter 3: Kim Kardashian’s Connectors
What’s in Your Cupboard?
What Does Signing Your Name Mean in the Selling Process?
Identity
Chapter 4: Your Self and Others
Who Are You?
They Don’t Know What They’re Thinking About
Chapter 5: Your Trusted Self
Your Self Monitor Makes You Safe to Be With
Become Aware of Selves, Yours and Others
The Awakening
Components of Self-Awareness
Chapter 6: Reactance Removed
How Can They Possibly Say No?
Sweeten the Deal
The First Hurdle of Influencing Someone
Reactance = Show Stopper
No Reactance = High Probability of Influential Success
Bypassing Reactance
Why Most People Fail to Influence
The Context Frames the Story
Bursting the Bubble of Resistance
Reactance Is Essential
Other Ways to Overcome or Work Past Reactance
Advanced Intelligence Checklist
Chapter 7: The Science of When
Three Factors That Mattered When
Perhaps You Wake Up with 100 SRUs
SRU Count…
52 Techniques
1: Preempting the Neon Sign
2: Is Less More?
3: Practice Deframing
4: You Can’t Beat Biology
5: Face Your jpeg
6: Compliance-Causing Questions
7: Direct the Traffic
8: Do I Understand?
9: The First Shall Be Last and the Last Shall Be First
10: More Than the Message
11: When All Else Fails
12: Something Money Can’t Buy
13: Attention → Here
14: Imagined Ownership
15: Unique Frame Precludes “No”
16: The Contrastive Analysis
17: Give Them a Cup of Coffee
18: The $4,000,000 Bra
19: Mirror Neuron on the Wall…
20: Behavioral Gravity
21: If You Insist
22: Here’s the Message for That Mood
23: Behavioral Integration
24: Have Them Help You Help Them Change
25: The Second Right Answer
26: Hypothetically Speaking
27: Switching Labels
More Thinking without Thinking
Labels Are Frames
28: Listen for What They’re Not Saying
29: Role-Response-Projection
The Reciprocal Response Projection
30: Let Them Direct the Traffic
31: Absorb Them into Your World
32: The Hidden Message
Ant and Grasshopper
33: Psychic Power
34: Bond Quickly
Shared Attitude Gossip
Familiarity Is a Magnet
35: Use a Post-It Note
®
Study 1: Does the Post-It Note Really Influence?
36: More Post-It Magic
®
Study 3: Does the Post-It Note Influence Speed of Compliance?
Do Personalized Notes Influence People?
Study 4: Does a Personalized Post-It Note Create Even More
Magic?
37: Seven New Body Language Tips
38: Triggering Feelings of Inclusion
39: Regret Reduction
40: “I can’t afford it.”
41: Put It on Paper
42: Choice Sequencing
43: Generate This Specific Sequence of Emotions
44: The Instant Drama Resolution Technique
Happiness Followed by Disappointment
45: Cause Them to Be Interrupted
46: Recapturing Attention
47: Decide Right Now
48: Generate an Irresistible Impulse
49: Take Them for a Walk
50: The Story and the Statistic
51: Understanding, and the Alternative
52: Give Them Meaning
A 10-Step Influence Template
1. Determine and Control the Context
2. Determine My Outcome
3. Identify and Empathize
4. Defuse Resistance and Reactance
5. Defuse Feelings of Anticipated Regret
6. Carefully Frame the Proposal
7. Propose a Solution
8. Solve Obstacles That Exist…
9. Ask Until They Say Yes
10. Validate Later
Bibliography
Index
About the Author

Cover design: Susan Olinsky
Copyright © 2013 by Kevin Hogan. All rights reserved.
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Published simultaneously in Canada.
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Library of Congress Cataloging-in-Publication Data:
Hogan, Kevin.