Trust and Creating Allies: The Six-Axis Model of Influence
In this Forged by Trust podcast, I had the pleasure of interviewing Chase Hughes, renowned expert on human behavior and persuasion, and a key member of the "Behavior Panel". Our conversation delved deep into the fascinating world of influence, and specifically, Chase's groundbreaking Six-Axis Model of Influence. If you've ever faced crippling fears and insecurities that have hindered your interpersonal relationships and held you back from achieving your goals, then this article is for you. By gaining a deeper understanding of human behavior and mastering the art of persuasion, you can overcome these obstacles and create strong alliances built on trust.
One of the first things Chase discusses is the importance of gut feelings in influencing others. He shares his personal motivation for delving into the world of persuasion: to teach intelligence professionals how to get others to do what they need them to do. However, he quickly realized that the more he learned, the more he realized how much he didn't know. This humbling realization serves as a reminder that there is always more to discover and understand about human behavior.
Chase emphasizes the significant role our gut plays in influencing others. He explains that our gut communicates with us through feelings and emotions, using them as a means to send messages about what's happening around us. Interestingly, he reveals that about 90% of our serotonin and 30% of all other neurotransmitters are located in our stomachs. This highlights the strong connection between our gut and our emotions, and sheds light on why gut feelings are such powerful tools in influencing others.
Ethics in persuasion is a topic that often sparks debate. Chase makes a thought-provoking point that ethics lie not in the tools we use, but in the individuals employing these tools. It is up to each person to use their influence ethically and responsibly. This reminder serves as a call to action for all of us to consider the impact our actions have on others, and to approach persuasion with integrity.
The first rule Chase teaches in behavior profiling is to see suffering first. This may seem counterintuitive, but it is a fundamental step in understanding and influencing others. By recognizing and acknowledging the suffering someone may be experiencing, we can develop empathy and build trust. This principle serves as a powerful reminder to look beyond the surface and truly understand the emotions and struggles of those around us.
The Six-Axis Model of Influence, as Chase explains, consists of focus, authority, trauma, and emotion. These four elements are leveraged to influence the "ancestor" within a person – the primal part of their brain that governs their actions and decisions. The first axis, focus, refers to the ability to prioritize and direct our attention. By understanding what truly matters to us and where we should invest our focus, we can effectively influence others.
The next axis is openness, which measures a person's willingness to be vulnerable. Building trust and creating allies requires a certain level of vulnerability, as it allows for genuine connections to be formed. By being open and honest with others, we invite them to do the same, fostering an environment of trust and collaboration.
Connection, the third axis, measures the level of interpersonal connection a person feels. We are social beings by nature, and our connections with others play a significant role in our overall well-being. Building strong connections with those around us is crucial in creating lasting alliances built on trust and mutual understanding.
Expectancy, the fourth axis, refers to a person's belief that something positive will happen in the future. It is the hope and optimism that drives us to take action and pursue our goals. By instilling a sense of expectancy in others, we can motivate and inspire them to join us in our endeavors.
Compliance and suggestibility make up the final two axes of the model. Compliance refers to a person's willingness to respond to a direct command, while suggestibility measures their inclination to act on a suggested action. By understanding where someone falls on these axes, we can tailor our approach to effectively influence their behavior.
In conclusion, understanding human behavior and mastering the art of persuasion is an invaluable skill that can help us overcome our fears and insecurities. Chase Hughes' Six-Axis Model of Influence provides a comprehensive framework for building trust and creating allies. By focusing on the key elements of focus, authority, trauma, and emotion, and considering the axes of openness, connection, expectancy, compliance, and suggestibility, we can navigate the intricacies of human behavior and forge strong alliances rooted in trust. So, let's embrace this knowledge and unlock our potential for personal development and growth.
Watch the full episode above
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