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Persuasion is made up of a lot of things and one of the most powerful techniques is the language pattern. The temporal pattern loop is one of my favorites. Loops create an opening in the mind of your prospect or client which will leave them wanting more. There are three really powerful things you need to know in order to understand how to use loops: Number one, people need to have closure. They can't stand to have balls up in the air. They need to have the balls land. They need closure, a yes or a no. An example in sales of the prospect keeping an open loop with the sales person is that dreaded phrase, "I'll need to think it over." You want to either end it or don't end it. Either say yes, or say no, but don't tell me you want to think it over. The second thing you need to know about open loops is that when your prospect doesn't get that closure, their potential to respond increases. That's all you'll ever need to know about loops. Hold on a second. . . didn't I say there were three things you needed to know about loops? I sure did. Frustrating, isn't it? Simply put: People need closure and if they don't get it, it increases their response potential. Are you still wondering what the third thing is? How much do you want to know? Sorry. There is no number three. There are only two things you need to know about loops. Why would I do that? Because by leaving a loop open, by purposefully leaving the third blank, I increased your response potential and piqued your interest. If you consider a topic that you are really well versed in. . .say it's the Civil War and there isn't anything you don't know about the Civil War, you've learned all there is to know. Now say that someone was giving a lecture or teaching a class on the Civil War and claimed to have new information. But that's not possible, you think to yourself. You already know EVERYTHING there is to know. . . Well, sadly all of your loops regarding this particular subject are closed. When you leave an open loop people want to sit forward and figure out what they're missing. What didn't you tell them? When I mentioned 'three powerful things about open loop patterns' and only told you two of them, many people reading this were anxious as heck wanting to know the third. Now, if you were just skimming and weren't paying attention, it may not have had that effect on your conscious mind, but it did have it on your other-than-conscious mind. Opening loops and not closing them gives people the impression that they're not finished, that they don't have complete knowledge about something which is good for you. If they know all there is to know they oftentimes go away as there's no reason for them to stay.
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Kenrick Cleveland teaches strategies to earn the business of affluent clients using persuasion. He runs unique public and private seminars and offers home study courses, audio/visual learning tools, and coaching programs in persuasion strategies
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