Home | Business | Sales
Language patterns are some of the most powerful strategies in persuasion. And one of my favorites is the "Temporal Pattern Loop". When we open loops in the minds of our prospects, it creates a tiny vacuum that the prospect really wants to have filled. 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. Sales professionals experience open loops often when potential customers say those dreaded words, 'I'm going to have to think it over.' Either yes or no, don't tell me you have to think about it. 2) Open loops increase your prospects response potential. They make your client more likely open to your persuasion. 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? When people don't get closure, their response potential increases. Are you still wondering what the third thing is? How much do you want to know? By leaving that open loop, leaving number three blank, I have piqued your interest (hopefully). 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. Think about something you know really well. Just as an example, let's say you're pretty sure you know all there is to know about the Civil War. Say you're a real history buff and there's nothing you don't know about that period of time in that section of the world. What if someone was teaching a class about the Civil War and there was some new information? Well, how could there be? You know everything. All your loops regarding the Civil War 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. If you were just skimming this article and not paying too much attention, your conscious mind may not have picked up on the open loop. No matter, you other-than-conscious is always at work and you may have been left with a little nagging feeling of incompleteness. With open loops, people begin to believe they don't know as much as they thought they knew about a subject. This works to your advantage. When people 'know everything' they tend to go away and not come back. Why stick around if they've gotten everything out of the interaction?
Article Source: Free Articles - http://www.articlesworldonline.com
Kenrick Cleveland teaches techniques to earn the business of affluent prospects using persuasion. He runs unique public and private seminars and offers home study courses, audio/visual learning tools, and coaching programs in persuasion techniques
Please Rate this Article
5 out of 54 out of 53 out of 52 out of 51 out of 5
Not yet Rated
