Law of Expectations.
Your expectations determine your attitude and your attitude determines your reality. You get not what you want in life but what you expect. Always expect the best!
The Law of Feeling.
Every thought we hold in our head is made up of two factors, knowledge and feeling. A thought consists of a piece of knowledge with the charge of a feeling attached to it and it is the feeling alone that gives motivation to the thought. Therefore no matter how important or magnificent the knowledge you acquired may be, if there is not some form of feeling attached to it nothing will happen!
The Law of Emotion.
When emotion and logic are in conflict, emotion will almost always win. That is why every buying decision is 100% emotional. We use reason and logic to justify our buying decisions (to ourselves and others), but our buying decisions are always emotional. We use our logic to justify the illogical. Whatever emotion is dominant during your conversation with the prospective client will determine what the client does. There are two emotions: Desire – Which is to own the product. Fear – Making a mistake or getting the wrong product. Everything that you can do including becoming excited, positive, and absolutely convinced your product is better for the customer increases the customer’s rate of desire. Why? Emotions are contagious. “Closing a sale is simply a transfer of enthusiasm.” It is when you transfer the desire, the enthusiasm for the product into the mind of the customer that the customer decides to buy!
Law of Reverse Effect.
The harder we try to consciously do something, the more difficult it becomes to do! Therefore the more we try to convince the customer to buy from us, the less likely our chances become.
Law of Reciprocity.
One of the most potent of the weapons of influence around us is the rule for reciprocation. The rule says that we should try to repay, in kind, what another person has provided us. NOTE: You cannot force reciprocity; your intention must be genuine in order for reciprocity to be invoked.
Law of Attraction.
We attract whatever we choose to give our attention to–whether wanted or unwanted. This is one of the most powerful laws of the universe. It says that you are a living magnet. You will attract into your life, people, circumstances, opportunities, and customers that are in harmony with your dominant thoughts. Everything you do to get your mind thinking positively and emotionally about something it is that you want or desire will tend to attract into your life people and customers that will help you achieve those goals.
Law of Belief.
Your beliefs become your realities. Since you always act in a manner consistent with your beliefs about yourself, your company, your customers, your work, etc. if you act in a manner consistent with your beliefs then that will become your reality. You can never sell to someone else something you do not believe in. The more you believe in it, the easier it is to convey that conviction to someone else.
Reticular Activating System.
Your reticular activating system is like a filter between your conscious mind and your subconscious mind. It takes instructions from your conscious mind and passes them on to your subconscious. For example, the instruction might be, “listen out for anyone saying my name”.
There are some interesting points about your reticular activating system that make it an essential tool for business.
First, you can deliberately program the reticular activating system by choosing the exact messages you send from your consicous mind. For example, you can set goals, or say affirmations, or visualize your goals. Napoleon Hill said that we can achieve any realistic goal if we keep on thinking of that goal, and stop thinking any negative thoughts about it. Of course, if we keep thinking that we can’t achieve a goal, our subconscious will help us – not achieve it.
Second, your reticular activating system cannot distinguish between ‘real events’ and ‘synthetic’ reality. In other words it tends to believe whatever message you give it. Imagine that you’re going to be giving a speech. You can practice giving that speech by visualizing it in your mind. This ‘pretend’ practice should improve your ability to give the speech.
People will seek pleasure and avoid pain. When both pain and pleasure exist, the desire to avoid pain will be stronger.
The Hawthorne Effect has become a well publicized phenomenon. It states that by merely participating in a test, trial or study the participants (or patients) have a better experience because of the focusing of interest toward them which is gratifying and thus rewarding in its own sake. For this reason the persons involved document better results irregardless of the change provided or the treatment experienced.
The designation “Hawthorne” derives from a number of studies which were performed on workers at the Western Electric Plant in Cicero, Illinois, in 1927. One of the studies was in regard to improved lighting which was found to significantly improve worker productivity. Rather than simply accept this data one investigator decided to repeat the study with decreased lighting and found that this also improved productivity. The conclusion was that it was the attention itself which was the important factor, not the lighting.
Law of Contrast.
This is my own personal law that says that when there is a distinction of significant difference between two solutions and that distinction is of interest to the customer, the recognition of that difference is instantaneous and the resulting impression (either positive or negative) is etched immediately in the customers long term memory. Two points to consider; the customer must care about what you are showing them and you must give them a frame of reference to compare against. If you tell a customer you have eight offices in North America you need to make sure that this important to them. If you tell them you have twelve trained professionals you better set perspective or they may think twelve is a poor number. For example, “In an industry where most companies outsource their support services, we have twelve experts on staff, ready to help you.