| A critical key to persuasion is to understand and | | | | sought to stop the thief by chasing, grabbing back |
| use dissonance. You always want your prospect | | | | the radio, and in some cases, even physically |
| to feel they made the decision, and they | | | | restraining him.Most people try to follow through |
| persuaded themselves. That is why we say | | | | when they promise they will do |
| internal pressure is the secret. Let the rubber | | | | something--especially if it is in writing. This is why |
| band stretch. When talking to a prospect you | | | | corporations sponsor writing contests about social |
| want them to make a decision as soon as | | | | issues or their products. They really don't care |
| possible. They don't need to know everything | | | | about your writing style. What they're really |
| about your product or service. Get them involved | | | | looking for is consumer endorsement. The writer |
| and fill in the blanks later. | | | | puts down, in her own words, what she thinks |
| Before they buy your product of service, they | | | | the company wants to hear about its issue or |
| are looking for reasons not to do it. After they | | | | product. Having made a written commitment to |
| have made a decision to purchase, they are | | | | supporting and endorsing a product or issue, the |
| looking for reasons to stick with the purchase. If | | | | consumer will now support the sponsoring |
| you don't get them while they are hot and ready | | | | company in their cause or will willingly buy their |
| to purchase, your list of features and benefits will | | | | product.In one particular study, 100 high school |
| cool them off and they might not buy. This is | | | | students were asked to write an essay on |
| called overselling. You have talked someone right | | | | whether or not the voting age should be lowered. |
| out of the sale. You did not get a early decision to | | | | Half the students were told the speeches would |
| buy or your laundry list of features and benefits | | | | be published in the school newspaper, while the |
| stole the energy and talked them right out of | | | | other half were told the essays would be kept |
| buying.A study by Knox and Inkster found | | | | confidential. After completing the essays, |
| interesting results at a racetrack. They | | | | researchers exposed the students to a |
| interviewed people waiting in line to place a bet, | | | | persuasive speech arguing that the voting age |
| and then questioned them again after they'd | | | | should not be lowered. Of the students assuming |
| placed a bet. They found people were much more | | | | their papers were going to be published, very few |
| confident with their decisions after they had | | | | of them changed their original position. Of the |
| placed their bet than before the bet was made. | | | | students who believed their papers were |
| They exuded greater confidence in their decisions | | | | confidential, most altered their stance on the issue |
| and their chosen horses after their decisions were | | | | to agree with the persuasive speech.Many times, |
| final and their bets were firmly in place.Younger, | | | | even when we have made a bad decision, we |
| Walker, and Arrowood decided to conduct a | | | | become so entrenched in our belief that it was |
| similar experiment at the midway of the Canadian | | | | right that we will fight to the bitter end to prove |
| National Exposition. They interviewed people who | | | | it. We can't handle the dissonance in our minds, so |
| had already placed bets on a variety of different | | | | we find anything to prove our decision was right. |
| games (bingo, wheel of fortune, etc.) as well as | | | | We become so embroiled in justifying our actions |
| people who were still on their way to place bets. | | | | that we are willing to go down with the burning |
| They asked each of the people if they felt | | | | ship.When buying and selling shares of stock, |
| confident they were going to win. Paralleling the | | | | investors commonly stick with stocks that have |
| findings of Knox and Inkster's study, the people | | | | recently slumped in price, with no prospects of |
| who had already made their bets felt luckier and | | | | recovery. Rationally, the best decision is to cut |
| more confident than those who had not yet | | | | their losses and invest elsewhere. Irrationally, |
| placed their wagers.These studies show that to | | | | however, investors often hang on, ensnared by |
| reduce dissonance, we often simply convince | | | | their initial decision.Learning how to persuade and |
| ourselves that we have made the right decision. | | | | influence will make the difference between hoping |
| Once we place a bet or purchase a product or | | | | for a better income and having a better income. |
| service, we feel more confident with ourselves | | | | Beware of the common mistakes presenters and |
| and the choice we've made. This concept also | | | | persuaders commit that cause them to lose the |
| holds true in persuasion and sales. Once the | | | | deal. Get your free report 10 Mistakes That |
| payment is given for your product or service, | | | | Continue Costing You Thousands and explode |
| your prospects will usually feel more confident | | | | your income today.ConclusionPersuasion is the |
| with their decisions. Have them make the | | | | missing puzzle piece that will crack the code to |
| payment or finalize the choice as soon as possible! | | | | dramatically increase your income, improve your |
| This will increase their confidence in their decision | | | | relationships, and help you get what you want, |
| and they will look for reasons to justify that | | | | when you want, and win friends for life. Ask |
| decision.We find what we seek. If we can't find it, | | | | yourself how much money and income you have |
| we make it up. In politics, members of different | | | | lost because of your inability to persuade and |
| parties will refuse to peaceably or tolerantly listen | | | | influence. Think about it. Sure you've seen some |
| to opposing party commercials. Smokers won't | | | | success, but think of the times you couldn't get it |
| read articles about the dangers of smoking. Drug | | | | done. Has there ever been a time when you did |
| users don't spend much time at clinics. We don't | | | | not get your point across? Were you unable to |
| want to find information that might oppose our | | | | convince someone to do something? Have you |
| current points of view.Dissonance is a powerful | | | | reached your full potential? Are you able to |
| tool in helping others make and keep | | | | motivate yourself and others to achieve more |
| commitments. In one study, researchers staged | | | | and accomplish their goals? What about your |
| thefts to test the reactions of onlookers. On a | | | | relationships? Imagine being able to overcome |
| beach in New York City, the researchers | | | | objections before they happen, know what your |
| randomly selected an accomplice to place his | | | | prospect is thinking and feeling, feel more |
| beach towel and portable radio five feet away. | | | | confident in your ability to persuade.Kurt |
| After relaxing there for a while, the accomplice | | | | Mortensen teaches over a hundred techniques to |
| got up and left. After the accomplice had | | | | give you the ability to effectively work with |
| departed, one of the researchers, pretending to | | | | every customer that walks in your door. |
| be a thief, stole the radio. As you might imagine, | | | | Professional success, personal happiness, |
| hardly anyone reacted to the stage theft. Very | | | | leadership potential, and income depend on the |
| few people were willing to put themselves at risk | | | | ability to persuade, influence, and motivate others. |
| by confronting the thief. In fact, over the course | | | | Learning how to persuade and influence will make |
| of twenty staged thefts, only four people (20 | | | | the difference between hoping for a better |
| percent) made any attempt to hinder the | | | | income and having a better income.If you are |
| thief.The researchers staged the same theft | | | | ready to claim your success and learn what only |
| twenty more times, only this time with one slight | | | | the ultra-prosperous know, begin by going to and |
| difference repeated in each scenario. The minor | | | | getting my free report "10 Mistakes That |
| alteration brought drastically different results. This | | | | Continue Costing You Thousands." After reading |
| time, before leaving, the accomplice asked each | | | | my free report, go to and take the free |
| person sitting next to him, "Could you please | | | | Persuasion IQ analysis to determine where you |
| watch my things?" Each person consented. This | | | | rank and what area of the sales cycle you need |
| time, with the Law of Dissonance at work, | | | | to improve in order to close every sale! |
| nineteen out of twenty (95 percent) individuals | | | | |