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CONTENTS	THE POWER OF INFLUENCE
FAQ Statement History Glossary Platform Promotion Initiatives LTE/Articles LP Links Liberty links	Libertarian Party of California State Convention February 15, 2003 The Power of Influence by Larry Pinci 818-841-0684, 303-402-0252 FAX, realworldcoach.com Introduction Criteria based decision-making. Neuro senses or modalities: Visual (the pictures we hold in our mind) Auditory (the sounds we hold in our mind) Auditory Digital (the self talk we hold in our mind) Kinesthetic (the feelings we hold in our mind) Olfactory Gustatory (VAKOG) Linguistic: Pictures, sounds, feelings, tastes, smells, words. Programming: The ability to discover and utilize programs we and others run. Of 2 Mbps received subconsciously, only 134 bps can be processed by the conscious brain in 5 to 9 chunks, so the brain deletes distorts generalizes and filters into an internal representation of time/space/matter/energy language memories decisions meta programs values & beliefs attitudes that results in a state that is manifested in physiology and behavior. 90% or more of what people do is unconscious. Foible (focused - limited) versus peripheral (unfocused- broad) vision. The subconscious mind stores memories, is the domain of emotions, organizes all memories, ..., and does not process negatives. [Savants are able to do amazing mental feats because they lack the ability to filter or distort information, which can drive you crazy. Normal people have demonstrated savant abilities after having their filters disrupted electromagnetically.] The imagery of your internal representation will determine your exterior results. Viewing bright and panoramic image in color without self in image is best. Sensory acuity is the ability to be aware of what another person is doing physiologically, which is feedback that can be used to improve communications. It is not Mind Read! What was the physiology before and after a communication? Skin color from dark (sad) to light (happy). Skin tonus from symmetrical to asymmetrical. Breathing from slow to fast and low to high. Lower lip size from no lines (thin) to lines (thick). Eyes from defocused to focused Pupils from undilated to dilated. Observation is instant. Interpretation is not. Interpretation is an empirical process. Suspend interpretation until a pattern emerges. If the interpretation is incorrect (bad response), revert to favorable conversation to re-engage the person. Back away from detail into the more abstract if necessary to re-engage. How we communicate can change the imagery of the other person. Communication is 7% language 38% tonality 55% physiology Representation systems: Visual people memorize with pictures and are not distracted by sound. Auditory people are easily distracted by noise can repeat things back to you. Both pause to refill buffer. Kinesthetic people talk slowly and memorize by doing. Auditory-digital people talk to themselves and memorize procedures. They use complicated sentences with extensive detail, and won't ask if you are listening. Five Steps of Influence 1. Establish rapport by matching (left hand - left hand) or mirroring (left had - right hand). Unobtrusively mirror or match their posture, gestures, facial expressions, blinking, breathing and other physiology; voice tempo, timbre, volume and tone, where consistent implies a statement, which is boring, up at the end implies a question, which elicits attention, and down at the end implies a command, which elicits a response; representation system of predicates (visual, auditory, kinesthetic or auditory digital) and key words to get rapport. Don't match or mirror a negative situation. Indicators of rapport: internal feeling, color change, they start leading or they say something (optional) The source of the verbal response is indicated by eye orientation when facing the person: Your left, their right - constructed Your right, their left - recalled Up - visual Level - audio Down - kinesthetic When recipient corresponds to your posture, gestures, facial expressions ..., then rapport has been established. 2. Use questions to restructure internal image of subject. Interrogative Pronouns: What - gap in the information, so can't proceed. Where - context When - context How - procedure Why - motivation, explanation, or how Who - context, identity. 3. Find need or value that you can satisfy with your product or service. A value is something we are willing to spend time, money and effort on. Listen to keywords to determine value. 4. Link the need or value to your product or service. 5. Close the deal by asking for an order. Objections: Time. Money. Won't work for me. I don't believe you. Handle objections by either ignoring them or listen fully to them and then act a little surprised, and say "Oh I understand, you mean that's the only reason you are not buying? If I could show you how to have enough time (money), would you buy?" Cycle on 3, 4 and 5 if necessary. Movie of Aaron Starr engaging with Larry Pinci Derivative thoughts Speak and write using questions to elicit attention because the audience feels responsible to respond. Questions intensify listening. Need visual and audio cues to reinforce text. That's why TV is so powerful. When limited to text, employ questions. When limited to audio, employ tonality. Learn to live and breathe like a liberal and like a conservative so you can acknowledge their viewpoint, before performing a Randsberger (sp?) pivot. Need to characterize liberals and conservatives to learn how to interact with them. Liberals want to help people, i.e., they want to be loved by others. Conservatives want people to behave well, i.e. they are afraid of others.

CONTENTS

THE POWER OF INFLUENCE

Libertarian Party of California

State Convention

February 15, 2003

The Power of Influence

by

Larry Pinci

818-841-0684, 303-402-0252 FAX, realworldcoach.com

Introduction

Criteria based decision-making.

Neuro senses or modalities:: Visual (the pictures we hold in our mind); Auditory (the sounds we hold in our mind); Auditory Digital (the self talk we hold in our mind); Kinesthetic (the feelings we hold in our mind); Olfactory; Gustatory (VAKOG)
Linguistic: Pictures, sounds, feelings, tastes, smells, words.
Programming: The ability to discover and utilize programs we and others run.
Of 2 Mbps received subconsciously, only 134 bps can be processed by the conscious brain in 5 to 9 chunks, so the brain: deletes; distorts; generalizes and; filters into an internal representation of; time/space/matter/energy; language; memories; decisions; meta programs; values & beliefs; attitudes
that results in a state that is manifested in physiology and behavior.
90% or more of what people do is unconscious.
Foible (focused - limited) versus peripheral (unfocused- broad) vision.

The subconscious mind stores memories, is the domain of emotions, organizes all memories, ..., and does not process negatives.

[Savants are able to do amazing mental feats because they lack the ability to filter or distort information, which can drive you crazy. Normal people have demonstrated savant abilities after having their filters disrupted electromagnetically.]

The imagery of your internal representation will determine your exterior results. Viewing bright and panoramic image in color without self in image is best.

Sensory acuity is the ability to be aware of what another person is doing physiologically, which is feedback that can be used to improve communications. It is not Mind Read!

What was the physiology before and after a communication?: Skin color from dark (sad) to light (happy).; Skin tonus from symmetrical to asymmetrical.; Breathing from slow to fast and low to high.; Lower lip size from no lines (thin) to lines (thick).; Eyes from defocused to focused; Pupils from undilated to dilated.

Observation is instant. Interpretation is not. Interpretation is an empirical process. Suspend interpretation until a pattern emerges. If the interpretation is incorrect (bad response), revert to favorable conversation to re-engage the person. Back away from detail into the more abstract if necessary to re-engage.

How we communicate can change the imagery of the other person.

Communication is: 7% language; 38% tonality; 55% physiology

Representation systems:: Visual people memorize with pictures and are not distracted by sound.; Auditory people are easily distracted by noise can repeat things back to you.; Both pause to refill buffer.; Kinesthetic people talk slowly and memorize by doing.; Auditory-digital people talk to themselves and memorize procedures. They use complicated sentences with extensive detail, and won't ask if you are listening.

Five Steps of Influence

1. Establish rapport by matching (left hand - left hand) or mirroring (left had - right hand).

Unobtrusively mirror or match their
posture, gestures, facial expressions, blinking, breathing and other physiology;
voice tempo, timbre, volume and tone, where consistent implies a statement, which is boring, up at the end implies a question, which elicits attention, and down at the end implies a command, which elicits a response;
representation system of predicates (visual, auditory, kinesthetic or auditory digital) and key words

to get rapport. Don't match or mirror a negative situation.

Indicators of rapport:: internal feeling,; color change,; they start leading or they say something (optional)
The source of the verbal response is indicated by eye orientation when facing the person:: Your left, their right - constructed; Your right, their left - recalled; Up - visual; Level - audio; Down - kinesthetic

When recipient corresponds to your posture, gestures, facial expressions ..., then rapport has been established.

2. Use questions to restructure internal image of subject.

Interrogative Pronouns:: What - gap in the information, so can't proceed.; Where - context; When - context; How - procedure; Why - motivation, explanation, or how; Who - context, identity.

3. Find need or value that you can satisfy with your product or service.

A value is something we are willing to spend time, money and effort on. Listen to keywords to determine value.

4. Link the need or value to your product or service.

5. Close the deal by asking for an order.

Objections:: Time.; Money.; Won't work for me.; I don't believe you.
Handle objections by either ignoring them or listen fully to them and then
act a little surprised, and say "Oh I understand, you mean that's the only reason you are not buying? If I could show you how to have enough time (money), would you buy?"

Cycle on 3, 4 and 5 if necessary.

Movie of Aaron Starr engaging with Larry Pinci

Derivative thoughts

Speak and write using questions to elicit attention because the audience feels responsible to respond. Questions intensify listening.

Need visual and audio cues to reinforce text. That's why TV is so powerful.

When limited to text, employ questions.

When limited to audio, employ tonality.

Learn to live and breathe like a liberal and like a conservative so you can acknowledge their viewpoint, before performing a Randsberger (sp?) pivot. Need to characterize liberals and conservatives to learn how to interact with them.: Liberals want to help people, i.e., they want to be loved by others.; Conservatives want people to behave well, i.e. they are afraid of others.