Program on Persuasion

Would You Invest 3 Minutes Of Learning To Improve Your Close Rate? Why?

There exists a natural principle to remain consistent to how we see ourselves and to commitments that we have made.  Science has proven that the more public the commitment, the higher the probability that we will keep the commitment.  Promises that we silently make to ourselves are not nearly as powerful as those in which we write down.  Those commitments we write down are not as powerful as those we verbally make to others . . . the more public the commitment, the higher the probability that we will follow through.

When we are asked to predict whether we will engage in a socially desirable behavior, such as scheduling a specific time to talk, we feel compelled to say yes.  Once the question is framed in a manner that the responsible thing to say is “yes”, and then gaining the public, verbal commitment is essential . . . “would you please call if you have to cancel”?

The key to success is that your initial inquiry is voluntary action from the one you are asking.  The second element is that you gain verbal commitment.  To further cement the commitment, you can ask them to briefly describe “why” they think scheduling the call is important?

Studies have demonstrated a 25% improvement in commitments when using this technique.  Would it work on someone like you?  I don’t know . . . “would you invest 3 minutes of learning to improve your close rate?  Why?

How Consistency Increases Your Persuasiveness

Rodney Whaley was our youth football coach.  He had an uncanny ability to find the best in every  player and describe it in a way that we all could see it.  Most importantly, the individual began to believe it.  What a great trait, to be able to find the best in others, to cull out the skill that could be honed into something truly exceptional.

We believed so much in Coach Whaley that when he told us we were very good at something, we took on the role.  He once told one of my teammates that he was a bull, a fearless hitter . . . and he was OR at least he became one. 

I later learned that this is strategy used by master motivators called labeling.  It involves assigning a trait, attitude or other label to someone, and then making a request of that person consistent with the label.  Clients that are labeled as early adopters or open to new ideas, tend to live up to the expectation.  Of course, it has to be sincere and true or the labeler will lose whatever influence he once possessed.

Imagine, if you will, if you began to look for the best quality in every client, employee, or family member you have?  Not only would be in a much better position to have your request accepted, but more importantly, can you imagine positive influence you would have on others?  Well, I can tell you, I know about 12 other guys my age that would do anything for Coach Whaley.