3 May 2006

There's an Alien on my Stoep

Getting someone to change to your way of thinking is what persuasion is all about. It�s also one of the most difficult skills to master. Perhaps the following insights will help you close more deals.

Every decision we make sits in the brain.  It�s a trite statement considering that your brain is made up of approximately 100 billion tiny nerves called neurons. Each neuron has between 1 000 and 10 000 places where they connect with other neurons (synapses). And if that hasn�t shaken you out of your stupor, then consider this:

• Your brain is at least 1 000 times faster than the fastest supercomputer in the world
• Your brain contains as many neurons as there are stars in the Milky Way � about 100 billion
• Number of synapses in your cerebral cortex � 60 trillion
• A sand-grain-sized piece of brain contains 100 000 neurons and a billion synapses
• Your brain is always �on� � it never turns off or even rests throughout your life
• The brain continually rewires itself throughout life

Information from What the Bleep Do We Know?

Your neurons create neuronets. Each neuronet represents a memory, a thought, a skill, a desire, a piece of information and the like.

Here�s how this all works � whenever we get stimuli from our environment certain parts of our neuronets switch on. These in turn cause chemical changes, which produce emotional reactions.

Here�s the rub � for every event we�ve ever experienced we�ve hardwired the emotion or the way we�re going to respond to any given situation into our brain (so much for free will).

Let�s say that your dad regularly beat you. And, whilst doing so, he shouted at you. You�ve hardwired a fear response into your brain, which causes you extreme stress. So, whenever someone raises his voice, your neuronet releases a chemical, which triggers your fear emotion, leaving you helpless. I suppose it is a learned response and whenever you get certain stimuli, your computer kicks in and gives the same response.

Other examples

• When a taxi cuts you off � do you explode?
• When your mom starts treating you like a baby (I�m 42 and it still happens ;-) � do you shut off and give a �whatever� attitude?
• When you�re stressed � do you smoke, eat or drink?

If you do the same thing over and over again every time the same stimuli hits you, you�re just running your hardwired programme. You don�t choose your response � it automatically happens.

What does this mean to sales people?

Well, it�s a problem, isn�t it? If people make decisions on �autopilot� it is difficult to budge them so that they�ll come over from the �dark side� to your side.

But there is a way Luke, there is a way. You just gotta believe.

Seriously funny

Comedians and humorists have got the answer (although, they don�t know it). There�s a serious side to funny and if you can grasp it, it�ll help you make a whole lot more sales.

Your brain has a natural ability to make new connections and therefore form new ways of looking at things. Whoever said that you can�t teach an old dogs new tricks didn�t even begin to comprehend the workings of the brain.

The triggers that get the brain to make new connections are surprises and laughter.

Let�s say that an alien teleported onto your stoep (verandah) office. SURPRISE!

Now an alien is not in your frame of reference (unless you�re from some backwater in the USA where alien abductions seem rife). Your brain has to immediately go into high gear to work out a way to deal with the new situation. Connections have to fire instantly to link up all possible solutions and help you choose among them. Basically, your survival instinct kicks in.

Laughter has the same effect � you make new connections after laughing.

In a nutshell it means that when you start rewiring your brain to accept new information, you clean the slate, opening you up to new information.

So, when you�re at an en pass� with a prospect and you can see that she�s running on autopilot, surprise her or make her laugh. Right after that educate her on the benefits of using your product or service. She�ll be more willing to accept what you have to say.

Try it now and let me know how it goes.

Copyright 2006 by Jacques de Villiers 

This article may be copied or republished with the following credit:

"By Jacques de Villiers, Inspirational Speaker, Johannesburg, South Africa.
+27 (0) 82 906 3693   www.jacquesdevilliers.com "