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Picking and Choosing: Power Persuasion Metaphors

I understand that the concept of 'energy' seems a bit new-agey to some folks. Personally, I find it to be an integral part of understanding the 'self'. Understanding the self, is the first step in learning persuasion.

At a recent seminar I had in Tucson I really got deep into core drives which we can use to put our persuasion fingers on our clientèle's triggers. These triggers are universal.

From ancient India comes the theory of Chakras. In our culture, many consider this to be the domain of hippies and new agers, but if for nothing else, the theory of these energy vortices has incredible metaphorical value as each relate to a different core value or drive within each of us.

Regardless of our spiritual or religious affiliations, these energy centers are interrelated with the notion of self mastery which is in turn interrelated, in my view, with persuasion. Simply, we, as persuaders, have the ability to pick and choose from the abundance of life, spirituality, business, economics, literature, politics, popular culture, history, or anything at all, and take what is valuable and shape our world out of what we've gleaned.

Another concept I find great value in is what Chinese medicine practitioners call Qi (or Chi). Chi is 'life force' and flows through our bodies up different meridians, or energy channels. These flows correspond to different organs. And along each flow are points (this is where the acupuncture will stick their needles). If any of the flows are blocked, stagnation occurs leading to disease. When the stagnation is cleared up through the use of needles (or massage) the disease is helped. Whether we call the energy chakras, qi, chi, meridians, or DNA. . .ultimately, it's all about power.

How can we absorb value from the chakra system if only metaphorically?

Here's a very brief outline of the chakras and how they correspond to our core drives. The base chakra is related to security similar to the fight/flight mechanism. The second chakra is about sexual reproduction and is related to our fourth core value which is replicating ourselves. The third chakra is about power, similar to the third core value of fight.

As we get higher on the chakras, we also get higher in Maslow's Hierarchy of Needs. Maslow was an American psychologist in the mid 1900s who created a scale in the form of a pyramid that explained human needs. If the bottom levels of needs aren't being met, nothing else matters.

At the bottom of the pyramid are two of the four core values in addition to biological functions. The physiological basis for physical human existence-food, water, air, sleep, sex, excretion and homeostasis (internal balance)-has extreme power where persuasion is concerned. Obviously, we're not really able to utilize air or sleep (unless you're selling mattresses) or excretion or homeostasis (unless you're a doctor). The next level up for Maslow pertains to security-the fight and flight core values-and also corresponds to the third chakra of power.

For our purposes, there are needs that are represented at the very top of the pyramid that can be used in persuasion as well. . . we all need to be needed. We need to have hope. We need to believe that the problems we have are from an external source. We need to be right. These all give people a sense of power and fit in with the chakra system.

When we elicit criteria and gain rapport correctly and thoroughly, we tap into these needs. When you're really in deep rapport with someone, they feel noticed, they feel necessary, they feel listened to, and within that, we can really hone in on the core values of safety, security, reproduction and sustenance.

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Kenrick Cleveland teaches strategies to earn the business of wealthy prospects using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion strategies.

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