Keynote Bart Schutz Chinwag London May 2014 / Dialogue Thursday Utrecht June 2014
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Transcript of Keynote Bart Schutz Chinwag London May 2014 / Dialogue Thursday Utrecht June 2014
@BartS | Online Dialogue WheelofPersuasion.com ChinWag Psych @BartS | Online Dialogue WheelofPersuasion.com #convcon
@BartS | Online Dialogue WheelofPersuasion.com ChinWag Psych
ü Rational ü Reason & logic ü Rules ü Lazy & slow ü Requires attention ü Effortful ü Controls Maxima
@BartS | Online Dialogue WheelofPersuasion.com ChinWag Psych
Filmpje Maxima met lijst kenmerken
ü Emotional ü Intuitive & associative ü Naughty ü Fast & never sleeps ü Multi-tasker ü Effortless ü No control
@BartS | Online Dialogue WheelofPersuasion.com ChinWag Psych @BartS | Online Dialogue WheelofPersuasion.com #convcon
ü Rational & logic ü Conscious reason ü Rules ü Slow & lazy ü Requires attention ü Effortful ü Control
ü Emotional ü Subconscious ü Intuitive & associative ü Fast & always on ü Large capacity ü Effortless ü Automatic
S e p a r a t i n g m o n e y f r o m b r a i n s
@BartS | Online Dialogue WheelofPersuasion.com ChinWag Psych
Wake Wi l lem up
Von Restorff Effect Willem is woken up when something is
“significantly different”
@BartS | Online Dialogue WheelofPersuasion.com ChinWag Psych
Than get Wi l lem to focus on one thing
Focusing Effect Willem can only consciously pay attention to one thing at a time
Ego Depletion Willem is exhausted
really quickly
@BartS | Online Dialogue WheelofPersuasion.com ChinWag Psych
And chunk the other info for h im
Chunking Group information into manageable
units
@BartS | Online Dialogue WheelofPersuasion.com ChinWag Psych
WheelofPersuasion.com!
WheelofPersuasion.com!
WheelofPersuasion.com!
WheelofPersuasion.com!
@BartS | Online Dialogue WheelofPersuasion.com #convcon
Or just leave i t out
Less is more Willem can’t deal
with more than 3-5 pieces of "
information
@BartS | Online Dialogue WheelofPersuasion.com ChinWag Psych @BartS | Online Dialogue WheelofPersuasion.com #convcon
Informat ion Over load And real ize he is a rat ional iz ing being
Post-decision rationalization Treat USP’s as
nothing more than alibi’s
@BartS | Online Dialogue WheelofPersuasion.com ChinWag Psych
BTW: How good is your Wi l lem?
How much is: 15 + 6 3 + 56 89 + 2 12 + 53 75 + 26 25 + 52 63 + 32 I Know! Calculations are hard work.
But it’s nearly over.
Come on, one more…
123 + 5 QUICK!
THINK ABOUT A COLOR AND A
TOOL!
At the end of this test, I ask a question.
Don’t stop and think about it Answer it immediately!
@BartS | Online Dialogue WheelofPersuasion.com ChinWag Psych
Reassure Maxima
Subliminal reassurance Use green
checkmarks "(but not more than 3)
@BartS | Online Dialogue WheelofPersuasion.com ChinWag Psych
Offer her tr iv ia l choices
One Choice "Paradox
Offer Maxima 2 choices istead of
one
@BartS | Online Dialogue WheelofPersuasion.com ChinWag Psych
Let her f ree
“Optional field” Autonomy Let Maxima "
think she is free in her choices
“Mandatory field”
@BartS | Online Dialogue WheelofPersuasion.com ChinWag Psych
Make her look good with her f r iends
Social Proof Maxima is rather sensitive to the
opinions of others!
@BartS | Online Dialogue WheelofPersuasion.com ChinWag Psych
And make sure you touch each other
Foot in the door Maxima "
loves touching "each other
@BartS | Online Dialogue WheelofPersuasion.com ChinWag Psych @BartS | Online Dialogue WheelofPersuasion.com #convcon
@BartS | Online Dialogue WheelofPersuasion.com ChinWag Psych
@BartS [email protected] nl.linkedin.com/in/bartschutz/
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