Loops: Language Patterns for Persuasion

The language pattern is a powerful technique for getting what you want. The 'temporal pattern loop' is especially potent in persuasion.

When we open loops in the minds of our prospects, it creates a tiny vacuum that the prospect really wants to have filled.

To understand open loops, or the temporal loop pattern, there are three important things you need to understand: 1) People, by nature, need closure.

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.

So now you know all there is to know about open loops.

But wait a minute... didn't I say there were three things? I did. I told you that there are three powerful things you need to know in order to understand loops and I only gave you two. Isn't that frustrating?

People need closure. And when they don't get it, their response potential is increased.

So are you still asking yourself what the third thing is. .. well, there isn't a third thing.

Well, there isn't a third thing, there are actually only two things you need to know.

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.

What is something you know really well? An area of expertise that you've gone over from start to finish? Let's just use the Civil War as an example. Say you have it all mapped out and there's no test you couldn't ace on the history of the Civil War.

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.

People get anxious with open loops and they make them sit forward and try to figure out what's going on, what's missing. I told you there were three powerful things you needed to know but only told you two. For many readers, this was a lure they wanted to follow up on and the knowledge of the third thing was going to satisfy this anxiousness.

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.

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: http://www.rightbiz.com

Kenrick Cleveland teaches techniques 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 techniques

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