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Persuasion for Sales and Frame Negotiation: Building Around a Central Thesis

#1 · February 13, 2020, 8:01 pm

Quote from Ali Scarlett on February 13, 2020, 8:01 pm
Hi Lucio,
In my studies of persuasion (which have mainly been to improve in sales, but carries into daily life), I learned that a good persuader builds around a central thesis.
The central thesis Tai Lopez says he believes in building around is psychometrics/personality types. He likes to use the 25 Cognitive Biases to persuade his prospects into buying his courses.
Other central theses salesmen have built around include:
Force of Will: The emotional process of aggressively selling under the idea "I believe in my products, so you should too."
Persistence: Don't give up until you close (in my opinion this seems to be the ABC or "Always Be Closing" strategy that was used by a lot of car salesman which led to a lot of buyer's regret.)
Empathy: "Someone who really believes." (This is a central thesis that former FBI hostage negotiator Chris Voss had a lot of success in building around)
Practiced: Knows what they're selling. Every angle, every feature, etc. (This is where salesmen know so much about their product, they have to use clever insertion of the word "um" so they don't sound scripted/rehearsed to their prospects)
It's interesting to me how I can watch movies and see different characters build around different central theses. In romantic dramas, you can see a man persuading his wife or girlfriend to do something by using Empathy. In a Batman movie, however, you can see Batman using Persistence as his central thesis to persuade criminals to do what's right because most versions of the Batman believe that criminals can be redeemed and deserve that chance (which is why he refuses to kill). It's mostly in movies that involve business like The Pursuit of Happiness or The Wolf of Wall Street. where you will see Force of Will and Practiced persuasion/salesmanship.
Do you believe persuasion requires building around a central thesis at all? If so, what central thesis did you build around to win yourself an entry visa?
I've been taught that not only should I build around a central thesis, but I should modulate and switch between different central theses to deal with different people and situations because if I don't, I'll get Man with a Hammer Syndrome. ("To the man with a hammer, ever problem looks like a nail. You need more than one tool in your tool belt.")
Thanks,
Ali

Hi Lucio,

In my studies of persuasion (which have mainly been to improve in sales, but carries into daily life), I learned that a good persuader builds around a central thesis.

The central thesis Tai Lopez says he believes in building around is psychometrics/personality types. He likes to use the 25 Cognitive Biases to persuade his prospects into buying his courses.

Other central theses salesmen have built around include:

Force of Will: The emotional process of aggressively selling under the idea "I believe in my products, so you should too."
Persistence: Don't give up until you close (in my opinion this seems to be the ABC or "Always Be Closing" strategy that was used by a lot of car salesman which led to a lot of buyer's regret.)
Empathy: "Someone who really believes." (This is a central thesis that former FBI hostage negotiator Chris Voss had a lot of success in building around)
Practiced: Knows what they're selling. Every angle, every feature, etc. (This is where salesmen know so much about their product, they have to use clever insertion of the word "um" so they don't sound scripted/rehearsed to their prospects)

It's interesting to me how I can watch movies and see different characters build around different central theses. In romantic dramas, you can see a man persuading his wife or girlfriend to do something by using Empathy. In a Batman movie, however, you can see Batman using Persistence as his central thesis to persuade criminals to do what's right because most versions of the Batman believe that criminals can be redeemed and deserve that chance (which is why he refuses to kill). It's mostly in movies that involve business like The Pursuit of Happiness or The Wolf of Wall Street. where you will see Force of Will and Practiced persuasion/salesmanship.

Do you believe persuasion requires building around a central thesis at all? If so, what central thesis did you build around to win yourself an entry visa?

I've been taught that not only should I build around a central thesis, but I should modulate and switch between different central theses to deal with different people and situations because if I don't, I'll get Man with a Hammer Syndrome. ("To the man with a hammer, ever problem looks like a nail. You need more than one tool in your tool belt.")

Thanks,

Ali