The Principles of Persuasion to Get What You Want in Life

Published September 27, 2010 | By Bman

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with that commitment. Usually once a decision is made, we usually don’t have to think about it any more.

If you are in insurance or network marketing sales, have you ever had prospects cancel appointments with you at the last minute? In a similar situation back in 1998, a certain Chicago restaurant owner was all ruffled up with last minute cancelled reservations. He solved his problem by asking his receptionists to modify just two words of what they said to patrons requesting a reservation. These two words reduced the no-show rate from 30% to 10%. The magic within these words was that they tapped the human desire to be consistent. The receptionist modified her usual request from “Please call if you have to change your plans” to “Will you please call if you have to change your plans?” At this point, she would deliberately pause and just wait for a

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