Recently I was listening to a Hardcore History Addendum episode, where Dan Carlin was interviewing a "Nuclear War Historian". Basically the guy studied the history of Nuclear Armageddon, how we got here, and where we're possibly going.
It was an endlessly fascinating talk. Especially because Carlin is a master interviewer great at teasing out these fascinating little tidbits that come out of left field.
One of the stories the historian shared was when Reagan met with Gorbachev near the end of the cold war. Apparently tensions were very high as Russia believed the USA was getting ready for a nuclear first-strike.
The story went something like this:
"At first the talks were extremely tense. So to ease some of the tension, Reagan and Gorbachev went for a walk around a lake. Along the way they ducked into a cabin. A fire was roaring. And as they sat by it, Reagan turns to Gorbachev and says, 'If tomorrow, the United States were attacked by aliens from outer space, would Russia come to it's aid?' Gorbachev though about it for a moment and said, 'Yes.' To which Reagan responded, 'I feel the same with Russia."
After that, according to the American notetaker, the tension was completely lifted and Reagan and Gorbachev were chummy as a couple of boozed-up frat bros cracking jokes and smackin ass.
Anyway, the secret that made this work is that Reagan 1) Built a vision of the true adversary (an existential threat to human kind), and 2) Got him to say "Yes".
And getting your prospect to say "Yes" is very powerful indeed.
Because once Gorbachev said "Yes, our interests do align" a form of cognitive bias kicked in.
How could he be at war with a nation with whom his interests aligned?
Now to the meat of this potato:
If you want to learn more about cognitive bias and how to not only use it, but "inject" it into your prospects — in a 100% legal and ethical way... my new TCCIRL product has a whole section dedicated to it.
It's based on the speech ex-psychotherapist turned launch copywriter, Kirsty Fanton, gave. And not to toot my own horn, I think I took what she taught and ramped it up a few notches. At least when it comes to email.
And you can read all about it. But only if you purchase before the Friday, March 27th at Midnight EST deadline. And by my watch, it looks like we're close to nuclear midnight.
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