The Unthinkable

There's a bumper sticker I saw recently that said, "Don't believe everything you think." Ironically, I found this oddly thought provoking. Something about it resonated with me. There's something to the idea that thinking is a little bit overrated.

Wikipedia defines thought or thinking as: a mental process that allows beings to model the world and to deal with it effectively according to their objectives, plans, ends and desires.

C.S. Lewis, author of The Chronicles of Narnia, believed that there are three levels of human thought. 'Will' is the first level and contains all that is verifiable, tangible, real and factual. These are the thoughts that dictate your day-to-day actions and have influence and an impact on your other than conscious mind.

The next level of human thought is your intellect. The intellect tends consists of your conscious thoughts and decisions, things we've studied, academics, true and verifiable information.

'Fantasy' is the third level and is the most random thought level. This is most active in children and more artistically inclined people, but even if you don't have an artistic bone in your body, this level can be really rich (if you're a lucid dreamer, for example). The projection into this level can give our prospects and clients images in their minds of what their lives will look like once they've purchased our products and services. This is powerful stuff.

By giving them a "fantasy" so to speak, we've got them already partially invested in having, owning, or being involved with, what we have to offer them. It's as easy as saying, "I'd like you to picture this. . . " or, "Think about what it will be like to have ________ (fill in the blank with whatever their highest criteria might be)." This puts them in the mental position of feeling like they've had their highest criteria met. And when you follow it up, depending on whether your prospect has an away from or towards orientation, you will show how your service can achieve that in "real life" or how your product can help them to avoid not having what they want.

The will is also an interesting area to work with in terms of persuasion. We all like to think we have strong or solid wills, and this may be true for some of us. I know I am not someone who is easily swayed or influenced and I believe my students and clients, in part because of the work we do together and the information and material they've learned in MaxPersuasion, are not easily moved either. However, most of the world doesn't have this information and that is a distinct advantage as we learn how to unlock the minds of our affluent prospects and clients.

About the Author

Kenrick Cleveland teaches strategies to earn the business of affluent clients using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion strategies.

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