Double Helix- DNA of

Persuasion

Ten Step Persuasion Formula

Start1. Set Intention

2. Unconscious Hello

Intro

3. Who am I Story

4. Overview

5. Vision Elicit Criteria

Lock It In

6. Anchor

7. Seeding

8. Presentation

Closing

9.Review

10. Fire Anchor and Close

Story Telling - Dave Lahkani Myth Model

Three Questions

First Question

Two Questions

Third Question

The Hero's Journey

Myths

The Call toAdventure

Business Call toAdventure

Dave's call

Cross the ThresholdLeaving thereOrdinary BusinessWorld Behind

Dave

The Innermost CaveBusiness

Dave

Death andResurrection

Business

Dave

ElixirBusiness

Dave

How to Find Your Story

Steps

Develop Interest -The HOOK

Defining Moment

Unique Background

Helping Them Drawtheir Own LogicalConclusion

Building Credibility -Social Proof

Know Your Story

Lay Out Your Story

Tell Your Story

Elicit their story

Tell their story back to them

Close the story

Dr. Eric Knowles

Approach Avoidance Model

Behavior Activation System

Behavior Inhibition System

Two SalesStrategies

Alpha

Omega

Three Kinds ofResistance

Reactance

Inertia

Skepticism

Omega Strategiesfor Resistance

Reactance

Change theRelationship

Depersonalize theRequest

Minimize theRequest

Always Say Yes

AcknowledgeResistance

Paradoxical Use ofResistance

Skepticism

Provide Guarantees

Reframe theProposal

Change the Time Frame

Change theComparison

Distract from theSkepticism

Inertia

Increase Self-Effiacy

Minimize the Change

Acknowledge theResistance

Disrupt the Inertia

Require Choices

Approach Avoidance ModelOffer choices

Criteria

Definition

Context

Physical

Emotional

Present

Life

Elicitation

1) Why did youdecide to meet withme today?

2) What importantabout ____?

3) What importantabout ____ ?

Alternate

4) Ultimately, if youhave that, what willit do for you?

Softening

Listen for It

Advanced Method

Images/Sounds

Feelings

Conscious

NextLeverage It

Fulfill It

Towards/AwayTowards

Away

Elicit Life Values

Anchoring

ProcedureBeing there

States to Elicit

Practical Strategy

Power andLongevity

LanguagePatterns

Adverb/Adjective

1) Naturally

2) Easily

3) Unlimited

Other Examples

Awareness

4) Aware

5) Realize

6) Experience

Other Examples

Temporal

7) Before

8) During

9) After

Other Examples

Spatial

10) Among

11) Beyond

12) Expand

Other Examples

Cause and Effect

13) And

14) AsImplied Cause and Effect

15) Causes

16) Because

Quotes Pattern

Other Examples

Commands

17) Now

18) Stop

Other Examples

Double Helix - DNA of Persuasion.mmap - 25.02.2006 -