Understanding People - AND Ourselves
Feb 20, 2015 6:56:02 GMT -5
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Post by 1dave on Feb 20, 2015 6:56:02 GMT -5
OK, from the E Myth, here is what is going on in your deep subconscious mind:
In a television commercial, the sale is made or lost in the first three or four seconds.
In a print ad, 75% of the buying decisions are made at the headline alone.
In a sales presentation, the sale is made or lost in the first three minutes.
- John Caples, Tested Advertising Methods [Inglewood Cliffs NJ; Prentice-Hall, Inc., 1974
Meeting Your Decision-maker
Try to visualize the part of you that makes decisions. s/he's standing before you. s/he's not frowning, nor is s/he smiling. s/he is perfectly neutral, yet, there's something strange about her/him.
Coming out of her/his forehead, reaching up toward the ceiling, is an antenna! And at the end of the antenna is a sensor, beeping away like crazy. And the sensor is taking in sensory data of things around you - the colors, shapes, sounds, and smells of everything around you. It's also taking in sensory data from everyone around you: how they are standing or sitting, the color of their hair, how their hair is combed, the expression on their face, Do they look directly at other people, or off to the side, is his suit in style? the color of his shoes - are they shined, worn, are the laces tied? Nothing escapes the sensor as it absorbs the stimuli from the environment. Nothing escapes your decision-maker as s/he absorbs the information s/he uses to make her/his decisions to do or not to do on anything and everything.
But this is only the FIRST step in the decision making process. It's what the sensor does with the information that's of interest now. It's how the sensor processes the information that will determine the decision you are about to make.
Think of the sensor as your Central Nervous System. Its job is to gather up the information needed for a decision. Most of what is does, however, is subconscious, that is, automatic, habitual. It can literally absorb information in its sleep. In fact, it can't stop doing it! So even though your Mind is actively absorbing all manner and forms of impressions, your Conscious Mind is totally unaware of most of them. Fortunately, the Conscious Mind doesn't need to be aware. For the Conscious Mind doesn't have to make a decision. The decision is made by your Subconscious Mind.
It's in your Subconscious Mind where all the action is. Where the SECOND step of the decision making process takes place. What is your Subconscious Mind? It's like a vast, dark, underground sea in which a multitude of exotic creatures swim about, singly and in schools, each with entirely different needs and tastes, silently seeking out food, Those creatures are your expectations. and the sea in which they swim is a truly foreign place to your Conscious Mind. It has no idea what's swimming around down there. What's lurking behind those subterranean rocks? What's that lying still and quiet as a stone on the bottom, waiting patiently and deliberately for some sweet morsel to wander by?
Every creature in that sea - every one of those expectations - is a product of your life! Of your attitudes, associations, beliefs, conclusions, inferences, opinions, perceptions, and reactions. They are the accumulation of all your experiences since the instant of your conception (and for all we know, before it) to this very moment.
And all of your expectations are nothing more or less than the means through which the sum of them all - your personalities - get fed what they need. The food it needs comes in the form of sensory input from the Central Nervous System (the "surface"). And if the food is compatible with its expectations, that part of the Subconscious Mind says, "Yes." And if the food is incompatible with its expectations, that part says, "No." And the decision, yes or no, is made at the instant it gets a taste!
And all that happens after that moment of truth, after the decision is make, is that the Subconscious Mind sends its answer up to the Conscious Mind, which then goes back out into the world to assemble the rational armament to support its already determined emotional commitment.
And that's how decisions are made. Irrationally!
No one has ever make a rational decision on anything! So when some one says, "I want to think about it," don't believe them. they are not going to think about it. They don't know how. They have already done all the "thinking" they are going to do - they either want it or not. What people are really saying to you is either
One. They are emotionally incapable of saying no for fear of how you might react if s/he told you the truth, or
Two. You haven't provided them with the "food" their Subconscious Mind craves. Either way, little or no thought enters into the transaction. The decision was made subconsciously and instantaneously. In fact, it was made long before the two of you ever met. But you didn't know it.
- The E-Myth by Michael E. Gerber, Harper Business 1985
In a print ad, 75% of the buying decisions are made at the headline alone.
In a sales presentation, the sale is made or lost in the first three minutes.
- John Caples, Tested Advertising Methods [Inglewood Cliffs NJ; Prentice-Hall, Inc., 1974
Meeting Your Decision-maker
Try to visualize the part of you that makes decisions. s/he's standing before you. s/he's not frowning, nor is s/he smiling. s/he is perfectly neutral, yet, there's something strange about her/him.
Coming out of her/his forehead, reaching up toward the ceiling, is an antenna! And at the end of the antenna is a sensor, beeping away like crazy. And the sensor is taking in sensory data of things around you - the colors, shapes, sounds, and smells of everything around you. It's also taking in sensory data from everyone around you: how they are standing or sitting, the color of their hair, how their hair is combed, the expression on their face, Do they look directly at other people, or off to the side, is his suit in style? the color of his shoes - are they shined, worn, are the laces tied? Nothing escapes the sensor as it absorbs the stimuli from the environment. Nothing escapes your decision-maker as s/he absorbs the information s/he uses to make her/his decisions to do or not to do on anything and everything.
But this is only the FIRST step in the decision making process. It's what the sensor does with the information that's of interest now. It's how the sensor processes the information that will determine the decision you are about to make.
Think of the sensor as your Central Nervous System. Its job is to gather up the information needed for a decision. Most of what is does, however, is subconscious, that is, automatic, habitual. It can literally absorb information in its sleep. In fact, it can't stop doing it! So even though your Mind is actively absorbing all manner and forms of impressions, your Conscious Mind is totally unaware of most of them. Fortunately, the Conscious Mind doesn't need to be aware. For the Conscious Mind doesn't have to make a decision. The decision is made by your Subconscious Mind.
It's in your Subconscious Mind where all the action is. Where the SECOND step of the decision making process takes place. What is your Subconscious Mind? It's like a vast, dark, underground sea in which a multitude of exotic creatures swim about, singly and in schools, each with entirely different needs and tastes, silently seeking out food, Those creatures are your expectations. and the sea in which they swim is a truly foreign place to your Conscious Mind. It has no idea what's swimming around down there. What's lurking behind those subterranean rocks? What's that lying still and quiet as a stone on the bottom, waiting patiently and deliberately for some sweet morsel to wander by?
Every creature in that sea - every one of those expectations - is a product of your life! Of your attitudes, associations, beliefs, conclusions, inferences, opinions, perceptions, and reactions. They are the accumulation of all your experiences since the instant of your conception (and for all we know, before it) to this very moment.
And all of your expectations are nothing more or less than the means through which the sum of them all - your personalities - get fed what they need. The food it needs comes in the form of sensory input from the Central Nervous System (the "surface"). And if the food is compatible with its expectations, that part of the Subconscious Mind says, "Yes." And if the food is incompatible with its expectations, that part says, "No." And the decision, yes or no, is made at the instant it gets a taste!
And all that happens after that moment of truth, after the decision is make, is that the Subconscious Mind sends its answer up to the Conscious Mind, which then goes back out into the world to assemble the rational armament to support its already determined emotional commitment.
And that's how decisions are made. Irrationally!
No one has ever make a rational decision on anything! So when some one says, "I want to think about it," don't believe them. they are not going to think about it. They don't know how. They have already done all the "thinking" they are going to do - they either want it or not. What people are really saying to you is either
One. They are emotionally incapable of saying no for fear of how you might react if s/he told you the truth, or
Two. You haven't provided them with the "food" their Subconscious Mind craves. Either way, little or no thought enters into the transaction. The decision was made subconsciously and instantaneously. In fact, it was made long before the two of you ever met. But you didn't know it.
- The E-Myth by Michael E. Gerber, Harper Business 1985