[If your firewall blocked the image, see it on Twitter at @ScottAdamsSays.]
When Donald Trump uses his persuasion skills to turn someone into a puppet, can we call that person a Trumpet? I vote yes!
Because I want America to be great again.
Anyway, yesterday I blogged about Trump’s masterful use of persuasion and I thought some of you would enjoy seeing a perfect example of a common technique. It is the sort of thing you can do at home.
Warning: Stop reading now if you do not want to take the risk of being influenced to buy a particular item. Seriously. What follows is an experiment in manipulating your opinion. If that sort of experience does not appeal to you, please stop reading.
And this warning is serious. It is not part of the experiment.
If you’re still with me, check out this screen grab of my book’s ranking on one of Amazon’s bestseller sub-groups. My book is just above Trump’s book, and I’m almost positive he is getting more publicity lately.
[If your firewall is blocking the image, it is just two books side-by-side.]
To be fair, this ranking lasted about five minutes and means absolutely nothing. The temporary ranking of my book in an obscure sub-group listing does not indicate its value.
But here’s the thing. My words have a LITTLE impact on your memory. But the image of my book next to Trump’s book is a visual you are likely to remember even though it has no impact on your life. In effect, my book’s image is leeching off the “value” people see in Trump, either because he is a successful business person or because he might be the next president of the United States. Even if you dislike Trump on an intellectual level, he is still associated in your mind with success, wealth and power. And I just siphoned off some of that goodwill for my book.
The way you influence people is by managing their dominant thoughts. And you can do that by associating things in people’s minds the way a dog associates obedience with treats. The brain is a natural connection-maker. It can’t turn that function off. A skilled persuader can chain together thoughts so one borrows the qualities of the other. Repetition strengthens the association.
Trump wants to “Make America Great.” All three of those words are winning words. That choice of words is no clown accident. Trump is making people associate his brand with America, greatness, and even “making” stuff, which is generally good. Every time you hear his slogan, or read it, the association is strengthened.
Compare Trump’s slogan to some dumb-ass intellectual slogan such as “I will make government smaller!” The words government and smaller are total loser words. The quality of that person’s argument will be lost on most voters. All they will know is that Trump wants to make them great while the other candidate wants to make something smaller.
My main point is that intellectual arguments lose to visual arguments and to powerful associations such as “America” and “great.” You think Trump is spouting calorie-free non-policies because he’s an idiot who hasn’t done his homework. The reality (as far as I can tell) is that he’s playing three-dimensional chess with two-dimensional opponents.
Here I’ll remind you that I don’t support any of the candidates at this point. My main interest in Trump is his persuasion skills.
Note: I am not including a link to my book because it wouldn’t seem sporting in this context.
In Top Tech Blog, how about an AI that can jam with a jazz band? If it works, and passes the jazz-Turing test, it will be one more blow against the superstition that music comes from the soul. Sometimes it comes from the algorithm.
Like many of you, I have been entertained by the unstoppable clown car that is Donald Trump. On the surface, and several layers deep as well, Trump appears to be a narcissistic blow-hard with inadequate credentials to lead a country.
The only problem with my analysis is that there is an eerie consistency to his success so far. Is there a method to it? Is there some sort of system at work under the hood?
Probably yes. Allow me to describe some of the hypnosis and persuasion methods Mr. Trump has employed on you. (Most of you know I am a trained hypnotist and this topic is a hobby of mine.)
For starters, Trump literally wrote the book on negotiating, called The Art of the Deal. So we know he is familiar with the finer points of persuasion. For our purposes today, persuasion, hypnosis, and negotiating all share a common set of tools, so I will conflate them.
Would Trump use his negotiation and persuasion skills in the campaign? Of course he would. And we expect him to do just that.
But where is the smoking gun of his persuasion? Where is his technique laid out for us to see.
As I said in my How to Fail book, if you are not familiar with the dozens of methods of persuasion that are science-tested, there’s a good chance someone is using those techniques against you.
For example, when Trump says he is worth $10 billion, which causes his critics to say he is worth far less (but still billions) he is making all of us “think past the sale.” The sale he wants to make is “Remember that Donald Trump is a successful business person managing a vast empire mostly of his own making.” The exact amount of his wealth is irrelevant.
When a car salesperson trained in persuasion asks if you prefer the red Honda Civic or the Blue one, that is a trick called making you “think past the sale” and the idea is to make you engage on the question of color as if you have already decided to buy the car. That is Persuasion 101 and I have seen no one in the media point it out when Trump does it.
The $10 billion estimate Trump uses for his own net worth is also an “anchor” in your mind. That’s another classic negotiation/persuasion method. I remember the $10 billion estimate because it is big and round and a bit outrageous. And he keeps repeating it because repetition is persuasion too.
I don’t remember the smaller estimates of Trump’s wealth that critics provided. But I certainly remember the $10 billion estimate from Trump himself. Thanks to this disparity in my memory, my mind automatically floats toward Trump’s anchor of $10 billion being my reality. That is classic persuasion. And I would be amazed if any of this is an accident. Remember, Trump literally wrote the book on this stuff.
You might be concerned that exaggerating ones net worth is like lying, and the public will not like a liar. But keep in mind that Trump’s value proposition is that he will “Make America Great.” In other words, he wants to bring the same sort of persuasion to the question of America’s reputation in the world. That concept sounds appealing to me. The nation needs good brand management, whether you think Trump is the right person or not. (Obviously we need good execution as well, not just brand illusion. But a strong brand gives you better leverage for getting what you want. It is all connected.)
And what did you think of Trump’s famous “Rosie O’Donnell” quip at the first debate when asked about his comments on women? The interviewer’s questions were intended to paint Trump forever as a sexist pig. But Trump quickly and cleverly set the “anchor” as Rosie O’Donnell, a name he could be sure was not popular with his core Republican crowd. And then he casually admitted, without hesitation, that he was sure he had said other bad things about other people as well.
Now do you see how the anchor works? If the idea of “Trump insults women” had been allowed to pair in your mind with the nice women you know and love, you would hate Trump. That jerk is insulting my sister, my mother, and my wife! But Trump never let that happen. At the first moment (and you have to admit he thinks fast) he inserted the Rosie O’Donnell anchor and owned the conversation from that point on. Now he’s not the sexist who sometimes insults women; he’s the straight-talker who won’t hesitate to insult someone who has it coming (in his view).
But it gets better. You probably cringed when Trump kept saying his appearance gave FOX its biggest audience rating. That seemed totally off point for a politician, right? But see what happened.
Apparently FOX chief Roger Ailes called Trump and made peace. And by that I mean Trump owns FOX for the rest of the campaign because his willingness to appear on their network will determine their financial fate. BAM, Trump owns FOX and paid no money for it. See how this works? That’s what a strong brand gives you.
You probably also cringed when you heard Trump say Mexico was sending us their rapists and bad people. But if you have read this far, you now recognize that intentional exaggeration as an anchor, and a standard method of persuasion.
Trump also said he thinks Mexico should pay for the fence, which made most people scoff. But if your neighbor’s pit bull keeps escaping and eating your rosebushes, you tell the neighbor to pay for his own fence or you will shoot his dog next time you see it. Telling a neighbor to build his own wall for your benefit is not crazy talk. And I actually think Trump could pull it off.
On a recent TV interview, the host (I forget who) tried to label Trump a “whiner.” But instead of denying the label, Trump embraced it and said was the best whiner of all time, and the country needs just that. That’s a psychological trick I call “taking the high ground” and I wrote about it in a recent blog post. The low ground in this case is the unimportant question of whether “whiner” is a fair label for Trump. But Trump cleverly took the high ground, embraced the label, and used it to set an anchor in your mind that he is the loudest voice for change. That’s some clown genius for you.
Update: When Trump raised his hand at the debate as the only person who would not pledge to back the eventual Republican candidate, he sent a message to the party that the only way they can win is by nominating him. And people like to win. It is in their nature. And they sure don’t want to see a Clinton presidency.
Update 2: And what about Trump’s habit of bluster and self-complimenting? Every time he opens his mouth he is saying something about the Trump brand being fabulous or amazing or great. The rational part of your brain thinks this guy is an obnoxious, exaggerating braggart. But the subconscious parts of your brain (the parts that make most of your decisions) only remember that something about that guy was fabulous, amazing and great.
If you’re keeping score, in the past month Trump has bitch-slapped the entire Republican Party, redefined our expectations of politics, focused the national discussion on immigration, proposed the only new idea for handling ISIS, and taken functional control of FOX News. And I don’t think he put much effort into it. Imagine what he could do if he gave up golf.
As far as I can tell, Trump’s “crazy talk” is always in the correct direction for a skilled persuader. When Trump sets an “anchor” in your mind, it is never random. And it seems to work every time.
Now that Trump owns FOX, and I see how well his anchor trick works with the public, I’m going to predict he will be our next president. I think he will move to the center on social issues (already happening) and win against Clinton in a tight election.
I also saw some Internet chatter about the idea of picking Mark Cuban as Vice Presidential running mate. If that happens, Republicans win. And I think they like to win. There is no way Trump picks some desiccated Governor from an important state as his running mate. I think Cuban is a realistic possibility.
I don’t mean this post to look like support for a Trump presidency. I’m more interested in his methods. I’m not smart enough to know who would do the best job as president. There are a lot of capable people in the game.
Update: Now that you have read my explanation of Trump’s three-dimensional chess, read this article and chuckle at how he is operating on an entirely different level from the TV host, Chuck Todd, and even the author of the article I’m linking to. It is literally hilarious.