Loops: Language Patterns for Persuasion

By: Kenrick Cleveland

Persuasion is made up of a lot of things and one of the most powerful techniques is the language pattern. The temporal pattern loop is one of my favorites.

When we open loops in the minds of our prospects, it creates a tiny vacuum that the prospect really wants to have filled.

In order to understand open loops, there are three important things to know: The first is, people need to have closure, a definitive answer, a yes or a no.

An example in sales of the prospect keeping an open loop with the sales person is that dreaded phrase, "I'll need to think it over." You want to either end it or don't end it. Either say yes, or say no, but don't tell me you want to think it over.

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.

So now you know all there is to know about open loops.

Hey, didn't I say that there were three things you needed to know about open loops? Yup. And, yet, I only gave you two things. How did that feel? Frustrating?

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.

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.

What if someone was teaching a class about the Civil War and there was some new information? Well, how could there be? You know everything. All your loops regarding the Civil War 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.

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.

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Kenrick Cleveland teaches techniques to earn the business of affluent prospects using persuasion. He runs unique public and private seminars and offers home study courses, audio/visual learning tools, and coaching programs in persuasion techniques

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