Comments on: How to Change Your Results by Changing Your Language http://www.steveshapiro.com/2007/08/07/how-to-change-your-results-by-changing-your-language/ Steve shares his unconventional approach on Business Innovation, Creativity, Goals and Critical Thinking Tue, 31 Aug 2010 17:43:45 +0000 hourly 1 http://wordpress.org/?v=3.0.1 By: 7 Ways Innovation Can Recession-Proof Your Business | Business Innovation Speaker and Consultant Stephen Shapiro http://www.steveshapiro.com/2007/08/07/how-to-change-your-results-by-changing-your-language/comment-page-1/#comment-35147 7 Ways Innovation Can Recession-Proof Your Business | Business Innovation Speaker and Consultant Stephen Shapiro Thu, 23 Oct 2008 14:14:16 +0000 http://www.stephenshapiro.com/2007/08/07/how-to-change-your-results-by-changing-your-language/#comment-35147 [...] do you solve?  Or how can you make your customer aware of a pain that they may not have noticed?  Learn more about why solving a pain is more powerful…during any economic condition.  You may also be interested to learn why the ATM machine was [...] [...] do you solve?  Or how can you make your customer aware of a pain that they may not have noticed?  Learn more about why solving a pain is more powerful…during any economic condition.  You may also be interested to learn why the ATM machine was [...]

]]> By: Samuel Okoro http://www.steveshapiro.com/2007/08/07/how-to-change-your-results-by-changing-your-language/comment-page-1/#comment-34756 Samuel Okoro Mon, 07 Apr 2008 04:43:43 +0000 http://www.stephenshapiro.com/2007/08/07/how-to-change-your-results-by-changing-your-language/#comment-34756 My company just ran a free seminar 10 days ago as a way to market our consulting services. Reading this article earlier would have led me to focus more on loss avoidance as way to increase the response we received from potential clients. No use crying over spilt milk. In any case, we did have some companies showing interest. We will repackage our future presentations to them in the light of the information here and thus improve our chances of converting some to clients. Thanks. My company just ran a free seminar 10 days ago as a way to market our consulting services. Reading this article earlier would have led me to focus more on loss avoidance as way to increase the response we received from potential clients.

No use crying over spilt milk. In any case, we did have some companies showing interest. We will repackage our future presentations to them in the light of the information here and thus improve our chances of converting some to clients. Thanks.

]]> By: Persuasion and the Presidential Primaries | Stephen Shapiro on Innovation, Creativity, Goals & Performance http://www.steveshapiro.com/2007/08/07/how-to-change-your-results-by-changing-your-language/comment-page-1/#comment-34644 Persuasion and the Presidential Primaries | Stephen Shapiro on Innovation, Creativity, Goals & Performance Thu, 06 Mar 2008 18:41:25 +0000 http://www.stephenshapiro.com/2007/08/07/how-to-change-your-results-by-changing-your-language/#comment-34644 [...] platform is about change. Although people claim they want change, in reality (as I wrote in another blog entry), most play it safe when it comes to increasing gains. The status quo wins out most of the time. If [...] [...] platform is about change. Although people claim they want change, in reality (as I wrote in another blog entry), most play it safe when it comes to increasing gains. The status quo wins out most of the time. If [...]

]]> By: Creative Valentine’s Day Gifts | Stephen Shapiro on Innovation, Creativity, Goals & Performance http://www.steveshapiro.com/2007/08/07/how-to-change-your-results-by-changing-your-language/comment-page-1/#comment-34471 Creative Valentine’s Day Gifts | Stephen Shapiro on Innovation, Creativity, Goals & Performance Mon, 11 Feb 2008 11:01:41 +0000 http://www.stephenshapiro.com/2007/08/07/how-to-change-your-results-by-changing-your-language/#comment-34471 [...] [Note from Stephen Shapiro: This is a very powerful idea. Remember, people are most interested in having their pains solved.] [...] [...] [Note from Stephen Shapiro: This is a very powerful idea. Remember, people are most interested in having their pains solved.] [...]

]]> By: David McQueen http://www.steveshapiro.com/2007/08/07/how-to-change-your-results-by-changing-your-language/comment-page-1/#comment-29361 David McQueen Fri, 17 Aug 2007 13:00:19 +0000 http://www.stephenshapiro.com/2007/08/07/how-to-change-your-results-by-changing-your-language/#comment-29361 Great article Stephen. It was interesting to see how my wife responded to the same said questions and how I did. Language is so powerful and I think the earlier we can teach people (i.e kids before they become hung up adults) about the use of language the better more rounded people can be about taking risks. Great article Stephen. It was interesting to see how my wife responded to the same said questions and how I did. Language is so powerful and I think the earlier we can teach people (i.e kids before they become hung up adults) about the use of language the better more rounded people can be about taking risks.

]]> By: Richard Brandt http://www.steveshapiro.com/2007/08/07/how-to-change-your-results-by-changing-your-language/comment-page-1/#comment-29167 Richard Brandt Mon, 13 Aug 2007 21:44:07 +0000 http://www.stephenshapiro.com/2007/08/07/how-to-change-your-results-by-changing-your-language/#comment-29167 I think it was a Peanuts cartoon with Snoopy, the dog playing tennis, where Snoopy says: "It doesn't matter if you win or lose, til you lose." As a Minnesota Vikings fan, I remember losing a playoff game to the Dallas Cowboys and our fan's thinking that Drew Pearson had pushed off before making the winning catch. Baseball fans from Atlanta may forever feel the same way about the Minnesota Twins first baseman. Another example is the civil war. People in the north don't give it a lot of thought. I think that if we let our aspirations (goals that make our here and now more valuable instead of worth less.) arise from what we like or value about an activity, we can make fear of failure irrelevant. For example, playing tennis a few days ago, I noticed that I enjoyed moving to the ball and hitting it where I wanted it to go. I saw that these aspirations (to continue to do this) led me to: being happy with the fact that opponents could hit the ball to various places on the court. It also led me to asking myself: "Where do I want to hit the ball? and what sort of shot do I want to hit to that area in terms of height, speed, spin, and willingness to miss some shots?" I think it was a Peanuts cartoon with Snoopy, the dog playing tennis, where Snoopy says: “It doesn’t matter if you win or lose, til you lose.”
As a Minnesota Vikings fan, I remember losing a playoff game to the Dallas Cowboys and our fan’s thinking that Drew Pearson had pushed off before making the winning catch. Baseball fans from Atlanta may forever feel the same way about the Minnesota Twins first baseman. Another example is the civil war. People in the north don’t give it a lot of thought.
I think that if we let our aspirations (goals that make our here and now more valuable instead of worth less.) arise from what we like or value about an activity, we can make fear of failure irrelevant.
For example, playing tennis a few days ago, I noticed that I enjoyed moving to the ball and hitting it where I wanted it to go. I saw that these aspirations (to continue to do this) led me to: being happy with the fact that opponents could hit the ball to various places on the court. It also led me to asking myself: “Where do I want to hit the ball? and what sort of shot do I want to hit to that area in terms of height, speed, spin, and willingness to miss some shots?”

]]> By: Michael Wiederman http://www.steveshapiro.com/2007/08/07/how-to-change-your-results-by-changing-your-language/comment-page-1/#comment-28938 Michael Wiederman Thu, 09 Aug 2007 02:46:36 +0000 http://www.stephenshapiro.com/2007/08/07/how-to-change-your-results-by-changing-your-language/#comment-28938 Steve, Good coverage of an interesting and practical aspect of cognitive psychology. The applications are limitless. For example, selling insurance isn't about providing peace of mind, but painting a picture of what would be lost if a catastrophic event occurred and the person was not insured. Also, once we know people are risk-averse, if we were pollsters and wanted to slant survey results, we simply need to think about how to word the question. When we're thinking about whether to take a "leap" in our personal or professional lives, perhaps our final decision depends on how much we focus on the potential benefits versus thinking about the potential losses (which already have greater salience on their side). Steve,
Good coverage of an interesting and practical aspect of cognitive psychology. The applications are limitless. For example, selling insurance isn’t about providing peace of mind, but painting a picture of what would be lost if a catastrophic event occurred and the person was not insured. Also, once we know people are risk-averse, if we were pollsters and wanted to slant survey results, we simply need to think about how to word the question.

When we’re thinking about whether to take a “leap” in our personal or professional lives, perhaps our final decision depends on how much we focus on the potential benefits versus thinking about the potential losses (which already have greater salience on their side).

]]> By: Antony Woods http://www.steveshapiro.com/2007/08/07/how-to-change-your-results-by-changing-your-language/comment-page-1/#comment-28895 Antony Woods Wed, 08 Aug 2007 11:23:19 +0000 http://www.stephenshapiro.com/2007/08/07/how-to-change-your-results-by-changing-your-language/#comment-28895 A quote from “How to Make Wealth” by Paul Graham “The all-or-nothing aspect of startups was not something we wanted. Viaweb's hackers were all extremely risk-averse. If there had been some way just to work super hard and get paid for it, without having a lottery mixed in, we would have been delighted. We would have much preferred a 100% chance of $1 million to a 20% chance of $10 million, even though theoretically the second is worth twice as much. Unfortunately, there is not currently any space in the business world where you can get the first deal.” http://www.paulgraham.com/wealth.html A quote from “How to Make Wealth” by Paul Graham
“The all-or-nothing aspect of startups was not something we wanted. Viaweb’s hackers were all extremely risk-averse. If there had been some way just to work super hard and get paid for it, without having a lottery mixed in, we would have been delighted. We would have much preferred a 100% chance of $1 million to a 20% chance of $10 million, even though theoretically the second is worth twice as much. Unfortunately, there is not currently any space in the business world where you can get the first deal.”
http://www.paulgraham.com/wealth.html

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