Quixtar (www

Quixtar (www.quixtar.com) Outline:

What is it: A type of network marketing involving the selling and distributing of online of common-everyday goods such as health, home, and food & beverages.

Style of sales: Mutli-Level Marketing. Basically you have to contact a person already in Quixtar to be your “upline.” Once you have registered your job is to sell the products on the site to others (of course you will get credit/money for that) or to yourself (if you buy from yourself, then you will get money back). The more merchandise you can sell (either to yourself or others) the money you will make, theoretically, and you will be able to move up in the levels. The goal is to reach “Diamond Level” which is equivalent to making over $100,000 per month.

How they work: Quixtar applies a number of persuasion techniques including social proof, judgmental approach, fear, Latitude of Acceptance vs. Latitude of Rejection.

Anchor shift: In order for you to believe that you can make over $100,000 per month, every month, you need to believe that you can first make $100. What Quixtar does is they build up your hopes by “teaching” you how to make $100, then $200, then $500, then $1000, and so on. By adjusting your anchor and what you accept as true, you will be more and more convinced that you can achieve that goal. Similar tactic is used in weight loss when if your ultimate goal is to lose say 50 pounds you will start off first with losing 5, then 10, then 15, in small increments. By moving (or expanding) your Latitude of Acceptance you will be more easily persuaded that you can achieve your ultimate goal.

4 basic ways: Behavior Control, Information Control, Thought Control, Emotional Control

Behavior Control

1. Regulation of individual’s physical reality

2. Major time commitment required for indoctrination sessions and group rituals

3. Need to ask permission for major decisions

4. Need to report thoughts, feelings and activities to superiors

5. Rewards and punishments (behavior modification techniques- positive and negative).

6. Individualism discouraged; group think prevails (herd thinking)

7. Rigid rules and regulations

Information Control

1. Use of deception

2. Access to non-cult sources of information minimized or discouraged

a. Information is not freely accessible

b. Information varies at different levels and missions within pyramid

c. Leadership decides who "needs to know" what

3. Extensive use of cult generated information and propaganda

Thought Control

1. Need to internalize the group’s doctrine as "Truth"

2. Adopt "loaded" language (characterized by "thought-terminating clichés")

3. Denial, rationalization, justification, wishful thinking

4. Chanting

5. No alternative belief systems viewed as legitimate, good, or useful

Emotional Control

1. Manipulate and narrow the range of a person’s feelings

2. Make the person feel like if there are ever any problems it is always their fault, never the leader’s or the group’s.

3. Excessive use of guilt

4. Excessive use of fear

5. Extremes of emotional highs and lows. (Using emotions to motivate behavior)

6. Ritual and often public confession of "sins".

What I will work on:

Latitude of Acceptance vs Latitude of Non-Commitment vs. Latitude of Rejection.

This is an adaptation of the “click, whirr” principle. Here, we here the word Amway (the “click”) and we automatic hate the idea and reject everything that is associated with it. Along with this outright rejection we also discredit and “tune out” the person who is speaking. By not speaking about Amway, and using a different word (Ie. Quixtar or multi-level market)

Social Proof :When in an uncertain situation, people will look to others as to what to do. As the saying goes “monkey see, monkey do…” This makes a person more compliable to a request informing the person that many other individuals (of course the more there are, the more right this action must be) are doing it.

Most effective under 2 conditions:

1. Uncertainty. In Quixtar presentation and assemblies newcomers will not know what is going on, what to do, and what to say. Therefore, if many people are jumping on the “bandwagon” as Quixtar salespeople, then most likely more will follow – herd mentality.For example, at events, if everyone is cheering and everyone seems to have a good time, the new comers will feel left out and the only way they can be part of the “group” will be to join.

Many times, newcomers to the business have no choice but to look up to their “upline” (their superiors) as to what actions to take, and of course their upline will tell their “downline” (inferiors) to perform the type of actions that will result in the most profit for the upline.

2. Similarity. Fact is people are more inclined to follow the lead of similar observers. Main tactics that Quixtar use is in its presentation about how they were once “like you” but now they are “better” and how you can be one of the “better ones” too. They also use guilt and fear techniques saying that they also love their family so much that they will do anything to make sure they are provided for, including doing Quixtar.

An application of the similarity principle is using jargon. Quixtar has developed its own line of technical words to use. By constantly using these words, they build an automatic rapport with those that understand and can speak the language. Those that can not comprehend will feel left out. And if you feel left out, you will want in and will be willing to pay whatever price for social acceptance.

Question: How would you defend yourself against such an array of persuasive techniques and tactics? What would you say in defense? Would you go on the offense and try to convince the salesperson that they are the ones that are wrong? Why or Why not?

Defense: Research, Research, Research! : Anyone starting a business, or thinking about doing anything new for that matter (whether it be joining a new club or trying a new activity), should make a business plan using realistic numbers and goals. List the business's competitive advantages and disadvantages. Study the prices if you were told you would save money buying their products. Try the products. Study the rules and regulations. Understand the various profit margins of the business. Study the numerous lines of sponsorship.