Comments on: Adjusting Your Lens http://www.maxpersuasion.com/adjusting-your-lens/?utm_source=rss&utm_medium=rss&utm_campaign=adjusting-your-lens A school dedicated to Mastering the Art of Persuasion Wed, 22 Feb 2012 15:10:34 +0000 hourly 1 http://wordpress.org/?v=3.3.2 By: James http://www.maxpersuasion.com/adjusting-your-lens/#comment-210 James Mon, 03 Dec 2007 19:50:47 +0000 http://blog.maxpersuasion.com/adjusting-your-lens/#comment-210 It's interesting as I listen to 3-4 new prospects a day now. I enjoy listening to people and finding their distortions of the world, as I know this is where their objections will often come into play, if not brought up. As someone who works in Silicon Valley I deal with a lot of engineers who feel the need to do research before buying a product. As a former engineer I can relate to that, and I know that I have missed out on some great opportunities and a lot of money because of my demand for more research, information or proof that I am doing the right thing, in search of perfection. As our 26th President Theodore Rosevelt says "In any moment of decision, the best thing you can do is the right thing, the next best thing is the wrong thing, and the worst thing you can do is nothing." Whilst it is easy enought to quote a great leader I find it more benificial to my clients and to myself to overcome this "I want to think about it" objection with a moving story. A simple story of regret a story that they can easily relate to and experience emotionally, before I ask ask if there are any other questions or are they ready to start filling out the paper work. I also find that stories are a great way to get myself back on track when I feel like I have let too many unuseful frames distort my reality. It’s interesting as I listen to 3-4 new prospects a day now. I enjoy listening to people and finding their distortions of the world, as I know this is where their objections will often come into play, if not brought up. As someone who works in Silicon Valley I deal with a lot of engineers who feel the need to do research before buying a product. As a former engineer I can relate to that, and I know that I have missed out on some great opportunities and a lot of money because of my demand for more research, information or proof that I am doing the right thing, in search of perfection. As our 26th President Theodore Rosevelt says “In any moment of decision, the best thing you can do is the right thing, the next best thing is the wrong thing, and the worst thing you can do is nothing.” Whilst it is easy enought to quote a great leader I find it more benificial to my clients and to myself to overcome this “I want to think about it” objection with a moving story. A simple story of regret a story that they can easily relate to and experience emotionally, before I ask ask if there are any other questions or are they ready to start filling out the paper work. I also find that stories are a great way to get myself back on track when I feel like I have let too many unuseful frames distort my reality.

]]> By: Jack Ford http://www.maxpersuasion.com/adjusting-your-lens/#comment-209 Jack Ford Mon, 03 Dec 2007 17:46:01 +0000 http://blog.maxpersuasion.com/adjusting-your-lens/#comment-209 Pure gold. This is incredibly useful on many levels. Those of us who have some interest in politics, don't have to look very hard for examples. Just listen to Barack, Hillary, Giuliani and the rest of the gang for some good (and not so good) examples of framing. Then ask these 5 questions: 1) In order to say this, what would this person have to believe, and/or what they would want me to THINK they belive? 2) What are they presupposing here? 3) In order for me to accept this as true, what else would I have to accept as true? 4) Cui Bono? Who benefits here? ( or "follow the money, honey") 5) What's the big picture here? Think "reading between the lines" Thank you for this post. Warmly, Jack P.S. This is critical: When examining a person's frame, don't prejudge-- temporarily set your beliefs aside and see if you can *grasp* and *understand* theirs, so that you can influence them. Pure gold. This is incredibly useful on many levels.

Those of us who have some interest in politics, don’t have to look very hard for examples. Just listen to Barack, Hillary, Giuliani and the rest of the gang for some good (and not so good) examples of framing.

Then ask these 5 questions:

1) In order to say this, what would this person have to believe, and/or what they would want me to THINK they belive?
2) What are they presupposing here?
3) In order for me to accept this as true, what else would I have to accept as true?
4) Cui Bono? Who benefits here? ( or “follow the money, honey”)
5) What’s the big picture here?

Think “reading between the lines”

Thank you for this post.

Warmly,
Jack

P.S.

This is critical: When examining a person’s frame, don’t prejudge– temporarily set your beliefs aside and see if you can *grasp* and *understand* theirs, so that you can influence them.

]]>