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

There are many moments in life when you have to ask someone a critical question that could determine your salary, whether you have a spouse, whether you get a job—your entire future. Do you know how to get the answer you want? Do you understand how much influence you actually have over your fate? The truth is, how that person is going to respond depends more on what’s going on in your head than it does on what’s going on in theirs. Your expectations, the words you choose, the environment in which you ask these questions—so many factors that you control—can determine whether you hear a “yes” or a “no.” Invisible Influence shows you a step-by-step process to quietly persuade others to choose you or your product. Based on new scientific discoveries that reveal fascinating and unique approaches to influence, this book shows how people process their feelings about products, services, and people, and what mental shortcuts they use to make their choices. You’ll learn how to incorporate 52 techniques for subliminally influencing others in order to sell, market, and communicate more effectively, including how to: Use questions early in a conversation to give the person a sense of control and you an opportunity to understand and deliver to their expectations Know how much information to give to someone Determine what people lose if they don’t do business with you, and then leverage that knowledge Use photos in order to make yours a familiar, and therefore more attractive, face Recapture someone’s attention Use stories to explain what statistics can’t Help other people find meaning in their own actions and decisions And much more! Invisible Influence also includes a 10-step influence template that you can follow for better results in negotiations. When you truly incorporate how you think about and approach communicating with other people, you’ll find that you can persuade anyone, anytime, anywhere to make decisions and take actions that benefit you.

Table of Contents:
Acknowledgments xi Chapter 1 Intentional Reality 1 Chapter 2 Identity Convergence 14 Chapter 3 Kim Kardashian’s Connectors 30 Chapter 4 Your Self and Others 44 Chapter 5 Your Trusted Self 54  Chapter 6 Reactance Removed 60 Chapter 7 The Science of When 76 52 Techniques 89 1 Preempting the Neon Sign 93 2 Is Less More? 95 3 Practice Deframing 98 4 You Can’t Beat Biology 100 5 Face Your jpeg 102 8 Do I Understand? 107 9 The First Shall Be Last and the Last Shall Be First 110 10 More than the Message 111 11 When All Else Fails 113 12 Something Money Can’t Buy 114 13 Attention ç Here 116 14 Imagined Ownership 117 15 Unique Frame Precludes “No” 119 16 The Contrastive Analysis 121 17 Give Them a Cup of Coff ee 123 18 The $4,000,000 Bra 125 19 Mirror Neuron on the Wall . . . 126 20 Behavioral Gravit 128 21 If You Insist 129 22 Here’s the Message for That Mood 131 23 Behavioral Integration 132 24 Have Them Help You Help Them Change 133 25 The Second Right Answer 136 26 Hypothetically Speaking 138 27 Switching Labels 139 28 Listen for What They’re Not Saying 141 29 Role-Response-Projection 142 30 Let Them Direct the Traffi c 144 31 Absorb Them into Your World 147 32 The Hidden Message 149 33 Psychic Power 152 34 Bond Quickly 154 35 Use a Post-It® Note 158 36 More Post-It® Magic 160 37 Seven New Body Language Tips 163 38 Triggering Feelings of Inclusion 164 39 Regret Reduction 165 40 “I can’t aff ord it.” 167 41 Put It on Paper 169 42 Choice Sequencing 170 43 Generate This Specifi c Sequence of Emotions 172 44 The Instant Drama Resolution Technique 175 45 Cause Them to Be Interrupted 177 46 Recapturing Attention 179 47 Decide Right Now 181 48 Generate an Irresistible Impulse 182 49 Take Them for a Walk 184 50 The Story and the Statistic 186 51 Understanding, and the Alternative 188 52 Give Them Meaning 190 A 10-Step Influence Template 192 Bibliography 198 Index 204 About the Author 211