you a ship in a reflection to
see if I can do that is follow me
the the idea behind everything
this
The first thing I want to say is that for
me communication has changed my life
learning to communicate has made
become a better person
but any communication that
of course all communication is
important that an important aspect the
communication that sometimes we do not know
it does not go unnoticed
we are not afraid to even use it is
Persuasive communication
when we talk about persuasion sometimes
we do not know that it’s not merely that
means we’ll talk about that too
but let me give you an example
optical illusion so that thanks to its
example let’s understand how the
persuasion in our mind not only
you have seen you know the idea is
look at the squares a and b have
the same color are the same color
guaranteed but somehow
thanks to the contrast to the context those
pictures appear differently in
our mind came these colors
but when you see how the
illusion in your mind the b seems more
I clarify that only your mind
what you are doing is building the
reality in your mind because I believe that
reality does not exist
I think there is no reality as such
because the reality for me is what
our mind perceives realities account
there are as many as today we are people
here seeing this situation and
different perceptions of reality and
what is our mind doing with
this exercise is simply recompose
Do not deceive us into hurting ourselves
recompose what you are perceiving for
give us a realistic perception
of what may be happening outside and
it gives us an image
effectively that allows us to see those
pictures of different color to be able
compose the image in a more
logical our logical mind but this
It is a visual illusion that we can
explain what is perception of
true because that’s what the
true persuasion presentation
are accompanying the words for
somehow to reach not your reason but
to your most irrational part to touch topics
subconscious
the words have a meaning is the
that appears in the dictionary but for
I have a much more meaning
valuable that is the emotional component
that entails when the scissors and
use with precision letting it be
for example so that you live in your
own meats
what is this about persuasion with
words that matter to us what I say
nothing else was like that and the mobiles at low
cost of 2 that is not worth anything
photographer does not know that there is more photo
front
then the raised hands the
indexes and these and the thumbs like me
like this does not change that is seen that
here that has happened we have invested
long time he told us what he has
happened in our mind because he warned
to all thumbs and indexes
obviously a very visual component
important that is communication not
verbal what he said but he wanted that
will serve as an example for you to understand
is that the words have disappeared in
your mind did not work not
you have interpreted why there was a
most important component that
accompanied the words that
non- verbal communication that made them
pass a second level and that’s what
does the persuasion with the birds
use when you use the
words the right way to
tell it in a different way
everything changes the perception of the other
person but we are afraid to use the
persuasion why why have we been
made to think that persuasion is the same
to sales and sales is equal to the one that
when I ask you to imagine when you
I ask that you give me the word sales a
seller that words has finally been
studied this month is studying
done daniel king in his book sell his
hand
talks about this topic and says that when the
people are asked what word they
comes to mind when I heard about
sales clerk
if we remove the synonyms
logically of sales and synonyms
even depression we remove the
nouns appears is overwhelming
what is in our subconscious
when we hear about sellers not what
they have called fire
many of them sellers
classics are guilty of this is the
that it was also the fault of the
Television has a lot of guilt
good my words is not honest
difficult hard there is some objective
positive the next meeting said
fun funny but good at the end
in persuasion in the minds of the
people for the persuasive sale because
it seems that it is the same generates a
detachment nobody wants to be a seller
because nobody wants to be overbearing
nobody wants to be queen of that type
because it is in our subconscious
good because it’s true that many people
using sales techniques in that in
that area did not but also made a
very interesting question is the following
when you imagine the word in your mind
sales
what image arises what words but
image emerges this is curious because
The idea of the car seller appears
Used seller of used cars with
all this in mind is not surprising
that we do not want to be sellers that do not
We want to have no relationship with the
sale we do not want to have a
relationship with the persuasion that
we are not sellers
we are sales engineers
the relationship with the client we are all
sellers and please take that idea from
record the mind right now six
sellers we are all dedicated to sell
not only used cars is the
image that comes to mind but that
we see ourselves we sell ourselves
our presentations
I am selling right now
completely and you defend you from
kidnappings happened to the whole world
know everyone has to know
who is a seller and who have sold
inside but because of this we have
fear and we are afraid because we think
that associate us with these people and
we try to be sellers is what I
it happened to me to my mind and I started
to sell
I started working at the company
working with sales in the sale and I
I thought they were more salesman I do not know
the congratulation messages die
selling and because I thought it was good
selling because he was not comfortable with
certain techniques and certain aspects that
they have to do with the sale but with the
time when I discovered that selling was
part of the personal relationship of the
people from the interactions that
we have as humans that is not bad
and that is part of society and of
the people and offer what we have
to help
that is the key word to others I
I realized that mine is for sale
because I like to help the
people
I like to share what I know
knowledge
just as I am authentic transparent
to try to help them get
your best potential here what I can
having can make them happier more
professionals better relationships
personal whatever
and that’s where everything changes when you
realize that the sale that the
persuasion is a one element
tool given to us that we
to be able to help the other parties
there are pp cuts are those who do not know that
there is perception a week
use in your favor by people who in
personal relationships they lose
and your friends your customers your
colleagues also have another kind of
people did not call pirates are more
ready for them maybe not for the
the rest
maybe persuasion for your own
benefit without even thinking if the other
benefit are not those who earn and others
lose
and then there are the favorites where I
I think we are all abuses the
people that we know detect where
We can use the techniques of
persuasion and communication for
help others and help us
ourselves because everything I’m going to
tell
this the most important the word
help others and ourselves
What difference then enter
production and handling because there
Perhaps the secret no difference
clear very very clear do not get confused or
confuse persuade to use the
word to change the idea the
thinking and behavior attitude
of people in an ethical way is
say that he uses the technique in a way
natural with this one and where another person
you win when you do not use the
persuasion in an ethical way is when
are manipulating the techniques are the
same
the difference is in your values is the
only difference but as if I were
able to steal your wallet and not you
you will find out Maria is thinking that if
we would not do it if our values are
the right ones
nobody steal would do anything to anyone yet
when we overcome one hundred percent not
they will find out that is why there are people
who asked me later to manipulate
the people because I’m going to do it if you do not
steal the wallet is the same the same
principle are used ethically
that is what they do has manifested
very depression principle too
interesting to be an example with the
hands is in our left hand
with open eyes and what I’m going to
to do is to choose one of the two for
start making an account
you can start from the thumb or
of the popular index is our decision
next table that does not influence us
do you do not have much
popular action and when you do not have
decided what he’s going to do now is
spend five jumps passion of whom
we hope you can still do it as
want because you can say 1 2 3 4 and 5
or 1 2 3 4 and 5 1 123
the idea is to jump five times and you
you remain on the finger that you have decided that
give you start the thumb with the nyse dis
high a second round one two three
four or five days have not done
in fact you have left us in a
I can jump you can do it so if
you come back for k 12 316 can I
say almost sure I’m sure that
none is in the thumb and index
ok please stay where you’re stuck
a jump of 2 and you can be almost sure
that none of us is on the finger
cancel and I would like you to paste another
jump because you can be almost sure that
are you going says the index pse and
this has to do with persuasion
nothing but it is the perfect explanation
how our mind works because the
feeling of freedom for itself has
Made in Madrid some that were told
even things but you have not seen how
you have to do it all the world would end
in the index it is worth if they did not take the
index of problems of our
problems of accounts or thumbs
but the index is over it would be
Right
the feeling of freedom is maximum
because he chooses setúbal that you want
faults as you want and in the end
you end up on the same finger rights of the
person feels the sensation of freedom
is maximum because words do not have
content but behind there is something that you
it takes that sense we do not go in parts
What I want is for us to face each other
on sale from the moments of power
that generates the relations with us
people
there are situations in sales that give us
fear for example no I’m not interested is
a product of the island does not interest me not
I am willing to face myself but on
all because we think they tell us to
We are the product of our country and
also to know in what mental moves
have to tell us not to know that each
you have your things are not good is not
neither are they so problematic are the
nothing happens
there are also yeses 10 noes he is not a
moment of power
one thing before the sale begins
they have bought they have bought but when it is
he is not when you have to say
I’m glad to tell me he was
prepared because you are prepared not to
no not worth anything or nobody is
ready to know what you’re going to hear
do not
in fact if passed well is
waiting for her in it is not the amount
that is waiting for you to
use that moment of power of no and
do something very curious that the person
feel feel that I am making a
concession because when it arrived it did not
we have prepared is an answer
a response through
principle of reciprocity makes what
think I have to give you the beginning
basic negotiation but many
Sometimes we are not willing to listen to the
do not
also many times the option that
we give is such that we want it not
we want to change the prose and not what
we prepare we are not willing and
prepared for the worst in this study
should show if I say we are in the
university and there is a group of people that
is doing surveys and I ask you
a very curious thing today would be
willing to accompany the weekend
with a group of kids young people are
juvenile delinquents for two hours
visiting raised the study says that a
17 in 15 percent we would say that
yes
we’re just talking about environment
diversity a crisis environment to the group
where it is only to collaborate they do not like
participate in the actions of others
companions but of 17 more people
important 17 percent said no
but how can we make them say more
that we can face the
situation of we are not going to do that
say, we are not going to ask you for something more
big
let’s ask him what we really
really interested in is that these people
commit for two hours all the
months
do a consultancy with those guys
mentor and and help them get out of the
situation for a year or two hours
every month
I’m not going to do that but here it comes
the secret that to say two hours
he went up with them
that it likes people according to
second request seems more plausible
more acceptable
simply for the mere fact that
started with 1 of the first
despite that concession that we have made
always win this one but I’m going to
make another market makes the
people feel obligated to
give because the principle of reciprocity
says that people when someone
gives
we are forced to give because they do
when you have a friend’s house here
he invited me to dinner the wine that takes him
because it goes without virus more lost than
is the principle of reciprocity applied
for the concession and retain clients and
you withdraw from the situation of the
situation you lose but if you remove without
the situation at the time of the
situation with that concession you win and
prepared to listen in no more more
stories that you can know about everything
this scares me the feeling that
I’m asking too much is it going to me
to say no
he does not always appear behind and by
why do not we play differently because
We do the following according to
this study talk about road safety
imagine that I go to your home in
an urbanization and I tell you hey
we are concerned about the safety of
our in the neighborhood for children
we want people to travel circular
more slowly in the organization you
it would matter to put in your window
main in which it gives the street a
One-for-one poster that puts more
space and window only 18 or 19
percent agreed to that request but
If a different request is made
because if we are going to think that many a
think it’s too much because table
we activate the principle of commitment to
the consistency because we do not tell them
a week earlier I could sign this
document in which we commit ourselves
the whole neighborhood
somehow to worry about
improve road safety would you sign
I would sign
but if next week I tell you the
same request that the poster says a lot
more people accepted up to 70 per
hundred of people decided to put a
poster one by one in your window
because the prince consistency is what
what it does is consistent with your own
beginning
if you said at the time that you wanted
help the road safety of the neighborhood
the organization
how are you not going to build later
we have to be able to
commit more people because
It also persuades them to want to do
something that goes in favor of their values
let’s not forget that they signed that
we have to make understand many of
those people
what are their values because that
would be in your life and I look like this
mythical in sales
I’m starting this product is not the
better I not have clients
I have many weaknesses I have a point
weak raise to me is that I do not think that
there is nobody who can lift here the
week hand that does not have
we all have a weak point all
we have a weak point but how
we use because our client
we are talking about selling drugs
find out why because if I am
competences I’m going to say use what
we have done before because it does not count
because we do not count our points
We are weak because we are not the other
we are vulnerable because that makes the
credibility honesty
Skyrocket
we come to this announcement to vis
a few years ago seventy nation announced
what he said sometimes is only the
number two in the car rental
not only this is accompanied by the phrase
that well now but these classes in the
Belgian capital copies are certified in 200
companies this changes the thing but we
we work hard, it makes the
part above forget but the part
bottom of the can say now I can
say in a way that if I tell you
only the green part will you think
what are you telling me with the first
makes more vulnerable
nothing closer makes more credible
because I’m showing a weakness is
another of the principles and the last
who else does this in life like you
you can set a quick study of
towel reuse typical
little signs that he puts us in the bathroom
if the poster puts respect the medium
environment we only use a 35 for
hundred of the people and the third one puts
75% of the people in this hotel that
they use the towels goes up a 40 and peak
percent but gets 75% of
the people in this room
using errors to the towels that
up 50 percent involved
people tell you that others also
make the same decisions you were
they make see the values that I with this
just listen to our
words and those used so
emotional communicating that they look for the
precautionary principle and the
your
because words mean nothing
if they are not accompanied by these
emotions we do not have to tell
Thank you for your attention
even more
”
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