Employing The "Loop D Loop" In Persuasion
by Kenrick Cleveland
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.
There are three really powerful things you need to know in order to understand how to use loops: Number one, people need to have closure. They can't stand to have balls up in the air. They need to have the balls land. They need closure, a yes or a no.
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.
Number two, when they don't get closure, your prospect's response potential is increased.
That's all you'll ever need to know about loops.
Hold on a second. . . didn't I say there were three things you needed to know about loops? I sure did. Frustrating, isn't it?
When people don't get closure, their response potential increases.
What's the third thing? Let me ask you, how much do you want to know what number three is? Do you really want to know?
By leaving that open loop, leaving number three blank, I have piqued your interest (hopefully).
Loops. . . use them, and keep them open, and you'll watch your sales skyrocket.
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.
Out of nowhere someone writes a new book or teaches a class on some new information on the Civil War. Impossible! You already know everything about the Civil War. Your loops 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.
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.
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 This and other unique content 'business' articles are available with free reprint rights.
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