Think of when you were a kid.
Who do you trust when you are a kid?
Probably your mom and dad.
What are your mom and dad often doing?
Telling you a story.
What do a lot of stories begin with?
A time shift phrase.
So you see, humans have been trained since birth that when they hear a time shift phrase, a story is coming, and it’s time to let the oxytocin flow.
I talk a lot on here about breaking patterns. The other day I broke one of my own patterns, and I didn't even mean to. I was talking to a friend. He said, "People only value what they pay for." "True," I replied. Up until a few days ago, I considered that one of those...
Remember, oxytocin is the trust hormone. Oxytocin is what gets your customer to step out onto that bridge between "where I am now" and "where I want to be." What gets oxytocin flowing? Stories. I can already hear the collective groan from here. "Stories, ugh. Who has...
For the past few days I've focused on operating within the world of constraints ("The relief of pain," "All I want"), so today I'll move on to something else and discuss one of the crucial drugs that needs to flow through your customer's brain during your pitch (sorry...