Some practical advice you can put into action.
APU. Read it as a word and say it out loud. APU – A poo.
A poo. A poo. APU.
You’re just not going to find this shit anywhere else on the internet. You want short term results? Walk this way.
I’ve just finished methods of persuasion by Nick Kolenda, and you know what – it’s a decent book. But I came away with my own shortcut system for all the advice offered. If you want to persuade someone in a short amount of time, increase your chances with APU.
Let’s say we want to buy a new toy, but we anticipate resistance from the mark.
Anchor – You need to float your idea into the consciousness of the mark. It has to come across like an idea, can even come out half joking. If you put it as matter of fact, it will raise the defences of the mark and the game is over. “this car’s getting some miles on it now, would be cheaper getting a new one for the cost of maintenance” or “the telly’s had a better day, need a magnifying glass to see the screen”. Depending on time, you can anchor once and move to prime a short while later. But in the perfect world, the more you anchor WITHOUT raising the defences of the mark, the greater the chances when it comes to execution.
Prime – There are many examples and interpretations in the book, but I’m going to be precise. Have a conversation with the mark about someone recently having an open mind. For example, “I was talking to Dave today and he’s been pondering a career change, thinks he may be happy trying something new”. Or “Was talking to little Mike and he’s been listening to some freethinkers and has genuinely been questioning his faith”. Or any other countless example of someone being open minded. If you can use a real life example, even better.
Unload – The money shot. The foundations have been laid. Regardless of the result, our chances have improved, the final part of the job is a clean execution. By clean, I’m talking about presenting the idea as a serious idea. Without the joking, and without pressure. Just as a thought that just “popped” into your head and you’re considering out loud. “i’m thinking of low balling an offer for a car, would be a steal if accepted” or “could do with taking a look at TV’s today”. Simple, clean, execution. Just a statement slipped in from nowhere, with no conviction so no reason to question.
Of course an objection may be raised, and the key’s to play it cool, and if it’s looking like a no ball, switch it up to an anchor play. It’s your only option. It maintains strength longer term and means you’ve not lost any ground, only increased the chances for your next pitch.
And then of course there is the chance I’m talking absolute shit, and I’d probably put that ahead of this being something you can actually use in real life.
But who knows, it’s worth a shot.