persuasion Suddenly, people were afraid they might lose something they potentially already had! 4. Restrict Freedom. We want what we can't have. If we are told a product is or will soon be unavailable, we want it even more. Our desire goes up and so does the urgency to act. Create a scenario where you tell your prospect that the offer is only good for so long. Tell them they have to act now to take advantage of the opportunity or they will lose out. This technique works so well because we have all walked away from offers like this before, and they really haven't been there when we returned. Walk through clearance stores and you will see "Sold" signs on the furniture. These signs create urgency because somebody else has found a deal, and so should we. In sales, this urgency is called the "take away" close. If you take away your prospects' opportunity to get involved with your product or service, they naturally want it more. This strategy also works well when you want to see if your prospect really is interested in what you are providing. If you are stuck and not sure how much time you want to spend with a prospect, or if they are just looking and not willing to make a decision, do a take away. If they are truly interested in your product, they will perk up and become more interested. If not, they will walk away. Either way, you have saved yourself time and energy. The Law of Verbal Packaging The Leverage of Language Real persuasion comes from putting more of you into everything you say. Words have an effect. Words loaded with emotion have a powerfid effect. -JIM ROHN OVER 60 PERCENT OF YOUR DAY is spent in oral communication, in which you could be persuading, explaining, influencing, motivating, counseling, or instructing. You can create movement, excitement, and vision with the words you use. The right words are captivating; the wrong words are devastating. The right words make things come to life, create energy, and are more persuasive than the wrong words. As Mark Twain said, "The difference between the right word and the wrong word is the difference between lightning and a lightning bug." The bottom line is that the words you use attract or repel your prospects. The Law of Verbal Packaging states that the more skillful a person is in the use of language, the more persuasive they will be. People are persuaded by us based on the words we use. Words affect our perceptions, our attitudes, our beliefs, and our emotions. The words we use in the persuasion process make all the difference in the world. Language used incorrectly will lose the deal you might otherwise have closed. Word skills are also directly related to earning power. Successful people all share a common ability to use language in ways that evoke vivid thoughts, feelings, and actions in their audiences. Typically, news broadcasters are trained to inflect their voices downward at the ends of sentences because doing so suggests confidence and authority. persuasion