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Taken from the course "Professional Influence" taught and certified by Mickey Booher
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INTRODUCTORY COURSE IN COVERT INFLUENCE
1
Easy Eddie
Bill and Virgina Blyth
“Butch” Ohare
Third Party Stories“Stories and metaphors are the
single most powerful form of communication that exist!
Period!”
Cave Paintings“Stories have been told since
the start of mankind”
Stories and Metaphors“Matthew 13:34 “Jesus spoke to the
crowds by illustrations. Indeed, without an illustration he would not speak to
them.”
We Crave Stories
We Crave Stories
We Crave Stories
Don Hewett
Third Party Stories“The secret to our success is that we
did not concern ourselves with issues. Rather, we focused on stories shaped
by those issues. ”
Third Party Stories“Stories and metaphors are the
single most powerful form of communication that exist!
Period!”
Stories = Influence“The fact is, we relax when a story is told and
allow ourselves to be entertained. Stories are the single most effective means of
delivery when it comes to influence. It just
is.” ”
6 REASONS WHY YOU MUST USE STORIES AND
METAPHORS
1. Message retention
The Johnny Carson Principle
The Law of Contrast!
The Red Test Kit Principle
“Different...We’ve changed all that”
2. STORIES ARE HYPNOTIC
2. STORIES ARE HYPNOTIC
3. STORIES REDUCE OR FLAT OUT ELIMINATE
RESISTANCE
3. STORIES REDUCE OR FLAT OUT ELIMINATE
RESISTANCE
Presentations without stories are heard from a defensive posture. We listen with our dukes up,
skeptical of what the presenter is saying.
3. STORIES REDUCE OR FLAT OUT ELIMINATE
RESISTANCE
On the other hand when being told a story we concentrate on the storyline. This makes us less
aware that we are subject to persuasion. multiple messages seep into our unconscious mind, doing so
while under the radar.
3. STORIES REDUCE OR FLAT OUT ELIMINATE
RESISTANCE
Stories that contain emotional elements, take us on a ride further reducing resistance. We travel along through emotional twists and turns as the plot further distracts our conscious mind. Now that our guard is lowered, we are more likely to
be agreeable.
4. STATE CHANGE
“So a guy walks into a bar”
5. YOU CAN DEEPLY LAYER A MESSAGE
INTO A STORY
The Yorkie Story
6. Stories demonstrate feature benefits
(presuppositions)
“So there I was completely embarrassed. I totally messed up the reservation. I booked a three bedroom villa with a golf course view when
what I really wanted was a two bedroom villa with a pool view.”
So what stories to do you have for your feature benefits?
What stories do you have for your feature
benefits?
NOW IT IS UP TO YOU!Go and find your gold!
