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Loops: Language Patterns for Persuasion

By: Kenrick Cleveland..

Language patterns are some of the most powerful strategies in persuasion. And one of my favorites is the "Temporal Pattern Loop".

The purpose of loops is to create a small vacuum in the mind of the listener.

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

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.

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.

That's all you'll ever need to know about 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?

Simply put: People need closure and if they don't get it, it increases their response potential.

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

Sorry. There is no number three. There are only two things you need to know about loops.

Loops. . . use them, and keep them open, and you'll watch your sales skyrocket.

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.

Now say that someone was giving a lecture or teaching a class on the Civil War and claimed to have new information. But that's not possible, you think to yourself. You already know EVERYTHING there is to know. . . Well, sadly all of your loops regarding this particular subject are closed.

You can use loops when you want to increase response potential because if you leave a loop open, it makes people want to sit forward and try to figure out what it was that you didn't tell them. In other words, they're missing something. Like when I wrote, "There are three powerful things you need to know to do these loop patterns" and I told you two of the three. For many of you, you just had to know, "Well, what's the third one?"

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.

When you open loops without closing them, people begin to believe that they don't know all there is to know about the subject because if people know all there is to know, they go away and they don't come back. After all, there's no apparent reason for them to stay.

Article Source: http://www.gcyarticles.com

Kenrick Cleveland teaches strategies 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 strategies

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