Persuasion: When to Ask, and...How!
By Kevin Hogan, Author of Covert Hypnosis

Imagine: It's April 2009 and your company is having a meeting for a 2009 benefits plan....

Still stinging from the market crash of 2008, everyone is tentative at best and terrified on the other end of the spectrum.

"OK everyone, a show of hands...how many of you are going to want to be part of our new 2010 benefits program? Corporate is matching up to 50% of your contributions to your 401K. That means if you put $15,000 in your 401K, the company will put in $7,500. Do understand that you can't begin this until January 1, 2010!"

"Sure thing, that's still 8 months off and by then I'll be able to make a big contribution to my 401K plan!"

From a simply rational perspective, if someone trusts their company, the company that is setting up the program and the markets....(play along with me here) and there is a "safe" money market fund, this is a no-brainer.

Every person should say "yes," contribute at LEAST the maximum amount that will cause the company to kick in....and chalk up a tidy $5000 return on investment.

(Read that as, "Yessiree, I'm smart enough to take all the free money I can get.")

Of course!

"Just write down whether you want to put in 4%, 6%, 8%, 10% for your 401K."

If the guy is making $100,000 per year and he puts in 10%, he can put down 10% and get a $5000 return for his money from his employer.

Can't beat that.

Makes sense and it is an instant snap, "Yes!"

Now, imagine that meeting never happened...and move it nine months in the future. It's now January 3, 2010.

The same meeting with pretty much the same purpose is about to transpire. The difference is the employee contributions begin immediately.

Starting this week, money is going to be "taken" from their "check."

The research is abundantly clear.

Where the majority of people say "yes," back in April, they say "no" in January. In the first instance, they focus on what is in it for them. In the latter, they are thinking about having money "taken" from "their check."

KEYPOINT ONE: If you can make the sale today and take payments beginning on January 1, NEXT YEAR, you are much, much, more likely to make the sale.

In fact, research shows that when you ask people if they intend to do just about anything *next year*, they will affirm that they are going to give the OK and say they will participate....

What's interesting in the above scenario is that many of the people in the first group...the one in April, say "yes," and then they don't think about it again...

They get to December when it's time to fill out the paper work which amounts to a signature that affirms that the employee wants FREE MONEY and........many of the employees will not pull the trigger and watch all that money "taken" from their pay check. They opt out of the big 10% completely, ...or only ask for a little free money from their company.

But remember, people don't think rationally.

Think about it.

Why are they working at a job they don't like in the first place?!

They will refuse to take FREE MONEY; which is the ONLY reason why they are working there!!!

Or worse, they don't connect with the notion of getting FREE MONEY and refuse to take any of it! Why? What is wrong with this picture?

They get SO upset when they get a 2% raise instead of a 3% raise (that would be a difference of $1000 with an income of $100,000 annually, but they REFUSE to take $5,000 with no strings attached.) They DON'T have to work harder or longer hours. They simply say, "can't do it."

Zowie.

[And do understand that the world has changed in the last 12 months and if someone believes that at some level investing is extremely risky, and it probably is, then they shouldn't be at a job in the first place. They really need to be at work for themselves to dramatically increase their income. All this for another day.]

Another example of influence and the perception of time....and how it can make you money...

Influence and the Perception of Time

Let's look at another example of how the mind works and the "yes-es" and "no's" you give, as far as time in concerned.

A friend asks you to do something next week that you only marginally want to do. It would be OK but it would be just as OK not to do it. You say, "Yes."

As the time approaches, you feel more and more like you would rather get something done around the house or go shopping, or just go to sleep. It now seems like work to do what you previously said "yes" to that possibly might have been fun.

"My kids are sick and I've got to stay home and take care of them."

And you stay home or go shopping.

Sound familiar?

Or your wife/girlfriend/you has this experience:

She's at a Tupperware party and she knows the moment is coming...

"Now, if you want to receive a bunch of free gifts like this container that an elephant can stand on and still not break... (She demonstrates)...you can host a party at your house...but I'm really booked for the next 60 days so it would have to be in July. Jane, do you want to do one?"

"Sure." (She thinks, "July is summer time, I am so glad she didn't ask me to do this next week!")

"July 17?"

"Sure, that's fine."

"Great Honey. How about you Jessica? I can do one on the 4th of August."

"Sure, I'll do that." (That's LATE in the summer she thinks!)

And so on and so forth.

Now, having a Tupperware Party isn't a bad thing. It's probably a very good thing indeed! With a good hostess, the women will probably have fun and everyone will spend just a little money. But you do have to obligate your friends and family to come, which is a bit uncomfortable for just about anyone. But hey, it's three months out!

In a society where people are very, very in the moment, these "decisions" are EZ to say "YES!" to.

As the party approaches, she feels torn as she prepares to send out the invitations. She wonders why she said "yes," in the first place. She still hasn't SENT the invitations. It's probably going to be fine, but part of her doesn't want to do the party. Life is busy and this really wasn't necessary. But she said she'd do it...in front of a lot of HER FRIENDS...and she's going to have a Tupperware Party.

When Jane was asked, it didn't seem like that big of a deal, certainly not an obligation that entails a bit of work. As she approaches the date, though, it does seem as though this is an all day project....

I was watching TV the other night and an annoying commercial came on for a furniture company.

"2010," the young suburban housewife says as she sits on her new couch.

"This week only - you have no payments til 2010," the young husband parrots.

"..no payments and no INTEREST til 2010!"

"Wow, no interest?!" the husband feeds the line back and so the commercial goes.

Shoot you get stuff NOW and you don't have to pay (with 21.99% APR) until January 2010....do that math on a living room set...

Is the commercial effective?

You bet.

The furniture store isn't selling a recliner or sofa, they are "selling" FREE FURNITURE...for 2009, at least. 2010 is 9 months away and that means that you can have new furniture for free! You look around your house and you think, "you know, we DO need new furniture."

And you probably do. This is not only an effective promotion, it's also ethical.

What's particularly savvy is that after 9 months, furniture is no longer new and not returnable....you get it...

Keypoints and the feelings that matter in the persuasion process...

KEYPOINT: When an event is a long way off, it's easy to say "yes." The human brain is TERRIBLE at calculating stuff that will transpire in the future.

KEYPOINT: In fact, the further an event is in the future, the easier it is to say, "yes."

In each of the above examples, you discover how easy it is to say, "yes" today.

Influence and the Feelings of Loss & Regret

In the case of the retirement account, the funny thing is that people consistently FEEL REGRET as they approach the new year that they have agreed to participate in something that is completely in their best interest without exception.

Unfortunately, people perceive the 401K as an expense(!), when of course, it is a RARE and crucial asset. But UNDERSTAND THIS: it does represent money that the person doesn't get to use today.

And that "feeling" of loss of freedom plays a role in the person's "feeling" that they now don't feel as certain about the program. (Remember: when feelings come into play, rational thinking departs.)

In the case of the Tupperware Party, the person says yes today, partially because they feel obligated to do so because they are asked in front of a group. It's not unethical, but there is a "feeling" of pressure involved. Who wants to look bad in front of the group?

In this real-life scenario, a person's future isn't on the line. It's a Tupperware Party and it is helping this woman earn a living. It's a good thing to do. Nevertheless, as the day approaches, the desire to participate dramatically reduces because it takes away the freedom of choice for the party day. In part, because you are obligating your friends and family to do something that will be fun but uncomfortable for some.

The furniture store is the easiest to say "yes" to today because getting new furniture TODAY, will be FUN, and that you are spending no money (for almost one year) is more than tempting, it's downright delicious.

You feel like you MUST do this. The company puts off the payment so far into the future that most people can't even get "there" in their mind.

Now, you think this is pretty amazing stuff?

Obviously it's easy to get people to say "yes" to something that is going to happen far in the future. Now...Just wait til you begin to utilize this powerful information in your business and your practice and your life.

Influence and When to Ask

And speaking of time...what happens when you ask for an answer at different points in a conversation (early on, in the middle, at the end)?

Does it matter when you ask for agreement? Does it matter when you ask for the date?

And when you do ask for something, should the event happen quickly (do you take her out tomorrow night or in two weeks?) or do you put it off?

It all makes a BIG difference and I'll be showing you just how big of a difference...and specifically how to handle all the variables.

About the Author:
Kevin Hogan is the author of Covert Hypnosis, a guidebook that Dr. Joe Vitale (star of "The Secret" movie) has said to be "the most powerful stuff I've EVER seen for selling, persuading, and motivating." Kevin is the nation's leading body language expert. He is a dynamic, well-known international motivational and inspirational keynote speaker, consultant and corporate trainer. He has trained persuasion, sales and marketing skills to leaders in the government of Poland, employees from Boeing, Microsoft, Starbucks, Meespierson, Auntie Anne's, Cargill, Pillsbury, Carlson Companies, Fortis, Great Clips, the State of Minnesota, 3M, The United States Postal Service and numerous other Fortune 500 companies. He recently spoke to The Inner Circle and at the Million Dollar Roundtable (MDRT) convention.

 

The Most Closely Guarded Underground Secrets to Control Anyone at Any Situation - Revealed!

 


The viewing and use of this website signifies your agreement, acceptance, and understanding of our:

Legal Disclaimer  l  Terms and Conditions  l  Privacy Policy  l  Earnings Disclaimer

© Copyright www.20DayPersuasion.com 2009. All Rights Reserved