Language patterns are some of the most powerful strategies in persuasion. And one of my favorites is the "Temporal Pattern Loop".
Loops create an opening in the mind of your prospect or client which will leave them wanting more.
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.
2) Open loops increase your prospects response potential. They make your client more likely open to your persuasion.
So now you know all there is to know about open 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.
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.
If you consider a topic that you are really well versed in. . .say it's the Civil War and there isn't anything you don't know about the Civil War, you've learned all there is to know.
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?"
Maybe you weren't paying too much attention. If not, the open loop didn't have that sort of effect on your conscious mind. Even so, it did have an effect 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 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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