Why people listen and follow ?

Why some people are extremely successful? What skills do they have?

Who is one person you remember the most and why?

Ver.1 – w.e.f. Apr.11

 What is Influencing?

Influencing means to be
having an effect on
or
Having control on people

Influence is power

It is sway, it is impact, it is
inspirational

Ver.1 – w.e.f. Apr.11

 Influential Capability

When all do you

want to Influence?

Who all do you

want to Influence?

Ver.1 – w.e.f. Apr.11

 Activity – Selling of mobile phone

Ver.1 – w.e.f. Apr.11

 Lets look at Principles for becoming Influential

‘Authority/ One- ‘Doctrine/ ‘Internal

Ups-manship’ Paradigm/ Experience’
Translogic’

Principle I Principle II Principle III

Critical Conscious Unconscious

Ver.1 – w.e.f. Apr.11

 Principle I : ‘Authority/ One-Ups-manship
The First Resistance - Person

‘Who the _ _ _ _ are you?’

‘Why should I listen to you?’

Ver.1 – w.e.f. Apr.11

 Principle I : ‘Authority/ One-Ups-manship’
The subject must perceive the
presenter as an Authority
Figure in order for him to open
up his critical part of mind to
the message being presented

One-ups-manship is one of the

processes by which authority
is established

Ver.1 – w.e.f. Apr.11

 Establishing Authority/ One-Ups-manship
Knowledge
Mentioning one’s Credentials, Degrees, Experience, number of
Policies sold, etc – anything that establishes One-up/ Authority
in that particular field

Ver.1 – w.e.f. Apr.11

 Establishing Authority/ One-Ups-manship
Control over the Environment
By making people do
something / Anything
Giving commands to be
carried out establishes your
control over the environment
such as
“What I am going to tell you
is important, so can you
please take out a pen and
paper to note down”

Ver.1 – w.e.f. Apr.11

 Establishing Authority/ One-Ups-manship
“Can you show me your cell
phone? A Cell phone is a
powerful distraction, so can
you please put it on silent
mode”
Many times a social struggle
exists between presenter and
subject over control of the
environment and the
establishment of authority
If the presenter fails to prevail
in that struggle then he will be
ineffective

Ver.1 – w.e.f. Apr.11

 Influential Capability – Stand Out

Ver.1 – w.e.f. Apr.11

 Influential Capability
Stand out

Whatever Socially Separates the presenter from the subject

Paying more emphasis on grooming, clothes, anti-perspirant

To be one up than the other!

Ver.1 – w.e.f. Apr.11

 Lets repeat activity again…

Ver.1 – w.e.f. Apr.11

 Let us discuss
How would you show One-Ups-manship
When meeting your team
When meeting your clients
When meeting your advisors
When meeting your colleagues: intra and inter department

Ver.1 – w.e.f. Apr.11

 The second
resistance - Reason
‘Ok, so you’re so and so,
I’ll listen to you as a
person, but why should
I believe what you say?’

‘What’s your logic/

reasoning?’

Ver.1 – w.e.f. Apr.11

 Activity time

Ver.1 – w.e.f. Apr.11

 These are three Doctrine
different forms of
the same thing
Each one can be
considered a
lower level of the Paradigm Principle II
previous one.

og i c
Tr ansl

Ver.1 – w.e.f. Apr.11

 Principle II : Doctrine/ Paradigm/ Translogic
Doctrine
The first and highest level
is the “Doctrine”
It is the written form of a
theory or message.
This usually comes in
the form of a book, e.g.
Bible, or Koran. Usually the
doctrine is written or
inspired by an even higher
authority than presenter
himself

Ver.1 – w.e.f. Apr.11

 Principle II : Doctrine/ Paradigm/ Translogic
A lower level than the “doctrine” is the “Paradigm”.
A paradigm is a theory or model of how something works.
The paradigm has not yet evolved into a book but rather is
presented verbally or with charts and graphs

Ver.1 – w.e.f. Apr.11

 Principle II : Doctrine/ Paradigm/ Translogic
The lowest level is “Translogic”
Translogic is not quite as evolved as a paradigm or a doctrine.
In fact, it is called translogic because it is transitory (temporary) logic.
Also called “fast talk” it is transitory logic because it only makes sense
for a very short period of time.

Ver.1 – w.e.f. Apr.11

 Pillar II : Doctrine/ Paradigm/ Translogic
Regardless of whether it is a doctrine, paradigm, or
translogic, this is essential for satisfying the Conscious
and Critical mind’s need for a Logical Reason for the
message to be accepted.
The doctrine/ paradigm/ translogic used by the presenter
must be made to fit the existing belief systems of the
subject, and not vice-versa

Ver.1 – w.e.f. Apr.11

 Let us discuss
How would you use ‘Doctrine/ Paradigm/ Translogic’ to
increase your influence
When meeting your Team
When meeting your clients
When meeting your advisors
When meeting your colleagues: intra and inter department

Ver.1 – w.e.f. Apr.11

 The Third Resistance - Experience
‘Ok, I’ve heard you and your logic, but my experience is
different’

‘Your words are just words’

Ver.1 – w.e.f. Apr.11

 Pillar III : Internal
Experience
This is the Charismatic
Element
The purpose is to gain
access to the reactive part
of the mind (subconscious).

Ver.1 – w.e.f. Apr.11

 Pillar III : Internal Experience
If access to the reactive part of the mind is not gained,
the message of the presenter will be dealt with solely
with logic and reason, and will not affect the belief
system of the subject, or his behaviour
The purpose is to create an Internal emotional and a
physical experience within the subject

Ver.1 – w.e.f. Apr.11

 Pillar III : Internal Experience
The most important thing that could be said about this
element is that the subject must ‘feel It’. Once the subject
‘feels It’ emotionally or physically, he will believe it
How do we get the subject to feel
it? By triggering an internal
experience, and attributing that
internal experience to the message
being presented via the
paradigm

Ver.1 – w.e.f. Apr.11

 Influential Capability

Ver.1 – w.e.f. Apr.11

 See the big picture

What is the most important thing to you in your life?

What do you want in your life in the future?
What will you feel/think/do if that begins to happen
What are the positive consequences?

Ver.1 – w.e.f. Apr.11

 Focus on Positive Increase the See the Now all this is
Emotions feeling/ emotions consequences of beginning to feel
like we would this for Self and ‘As if…..’
increase the beyond the self As a
volume of the
Radio/TV through 1st Position/ Metaphorical
a remote perspective – Self expression – ‘As
2nd Position/ if…’ / Visual
perspective – OR a Verbal
Important others expression –
3rd Position/ word or sentence
perspective –
Systems

Emote Exaggerate Expand Express

Ver.1 – w.e.f. Apr.11

 Influential Capability

Ready to influence people in newer and even

more effective ways?
Ver.1 – w.e.f. Apr.11