Positive Manipulation Secrets, or PMS (yeah, I know, I die at recess…), picks up the ball where PDE left off.  If you remember back a post or three I was retelling the paradigm shift I had listening to Frank Kern talk about why it is we really do stuff…not why we ‘think‘ we do it, but why we REALLY do it.  It’s not the drill, it’s not the hole, it’s the feeling (If you now resemble the RCA dog click here to read the lead up).
A little aside since people have difficulty with the word ‘Manipulation’…which is why I chose it.  From Dictionary.com

ma·nip·u·la·tion (muh-nĭp’yuh-lā’shuhn)
–noun

1. the act of manipulating.
2. the state or fact of being manipulated.
3. skillful or artful management.

…okay now, personal rant, but doesn’t it drive you crazy when the dictionary answers you like it does in 1 and 2.  It’s like…

re·dun·dant (ri-duhn-duhnt)

1. See: redundant
   

…meanwhile, back to our story…

The best marketing example I can think of is that oh so common question that every MLM asks straight out of the gate:

“If money and time were not object, what would you do?  How would you feel?  What would your life be like?“

The primary purpose is different than you may think…or at least thought before you read this.  It is NOT to get them to ‘goal set’, or even to identify what they want (although there is a hidden key there).  The purpose is to get them to create a future feeling filled with their particular PDE and step into it.  If you remember Maxwell Maltz “Psycho Cybernetics”, the mind can’t tell the difference between something that actually occurs and something that is vividly imagined.

Get the prospect to experience something wonderful and addictive…and what could be more addictive than their favorite feeling…and then link yourself or your product to it.  Marketing 101.  Just stay out of the ‘Dark Side’ okay…

Getting back to the question, it’s designed to create an ‘altered state’, a future reality where the problem that the prospect has, has been solved by you and your stuff.  Anchor that feeling and you should be well on your way…And if you really want to drive it home you can amplify it by using the images they present and helping them make them more real.  Words like:

• imagine
• wonder
• dream
• picture
• see
• smell
• feel
• taste
• sense

This is just a sample list but each of them helps to create images and if you can help to them to flesh out who they see themselves becoming you are a lot closer to getting them there.  And be sure to note the words they use while the ‘trance’, latch on to those and you’ll be able to control what’s on the internal TV screen

BTW, the reason I call this ‘Positive’ Manipulation is because, ultimately you better have a solution to their problem up your sleeve.  There are far too many snake oil salesman out there…don’t be one.  If you want to have real value then find a big problem and SOLVE it.  The purpose of manipulation is to help them DO WHAT THEY NEED TO DO!  You haven’t really helped them if they haven’t done it.

So be the ‘Artful Manager’, pick some brains and you just may find your pockets full.

Go play…

Phil Hughes

www.philhughes.tv

www.thecompletecoach.com

I'm eager to hear your comments...