by Kenrick Cleveland
While the concept of ‘energy’ may seem new-agey, I personally find it integral to the understanding of self, which is the first step in understanding persuasion.
At a recent seminar in Tucson, I went deeply into the idea of core drives and how these drives can be utilized to persuade powerfully, reaching our clients’ and prospect’s emotional triggers, triggers which 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.
I am also of the opinion that there is great value to the different kinds of energy flows in our bodies. Chinese medicine practitioners refer to this as Qi (or Chi). These energy flows can be traced throughout our bodies in rivers of energy called Meridians. Along the meridians are points. . .these are called tsubos and are where acupuncturists put the needles when there is a blockage of energy which results in ’stagnation’ or ‘dis ease’. Meridians control different things in our bodies, correspond to different organs, and when we have an awareness of these flows, we can more readily help ourselves. Call it DNA, Qi, Chi, Chakras or meridians. . . it’s all about power.
In that spirit, how can we absorb value from chakras, as one of my students suggested, even simply as a metaphor?
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.
When we get higher in the chakras we get higher in Maslow’s Hierarchy of Needs. Abraham Maslow was an American psychologist in the mid 1900s. He created his Hierarchy of Needs in the form of a pyramid. If the baser needs are not met, then we don’t advance well to the higher needs. If we don’t breathe, sleep, eat or drink water, we’re not going to require self-actualization such as spontaneity, creativity, morality. . .why? Well, because if we don’t eat, breathe, sleep or drink water, we’re not alive.
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.
Also for our purposes, there are imperative psychological needs at the top of the pyramid including: the need to be needed, to feel hope, to believe problems are a result of something outside ourselves, to be noticed and understood, the ‘law of being right’, and the principle of giving people a sense of power. These fit in with the rest of the chakras-the fourth one representing love and energy, the fifth one representing communication, the sixth one requiring an inner sense of knowingness, and finally that higher spiritual plane which is represented by union, bliss, God.
When we elicit our prospect’s and client’s criteria and deep values, and when we gain a really strong sense of rapport, we are definitely tapping into these needs. Think about rapport. . .with rapport, one feels noticed, necessary, listened to and when all that is in place we can hone in on the core values.
About the Author:
Kenrick Cleveland teaches strategies to earn the business of affluent prospects using
persuasion. He runs public and private seminars and offers home study courses and coaching programs in
persuasion strategies.