Episode 214 - The Brick Wall of Resistance Part 1
On this episode Kurt discusses the geeky article of the biggest causes of anxiety. Article here. He also discusses the blunder of the week that happened to him at a burger joint in Southern California. And why first impressions really are important. He also discusses the brick wall of resistance and how we sometimes create it.
Has this ever happened to you? You enter a retail store and you're approached by a\xa0sharply dressed persuader. You are interested in buying, but the salesperson is a little\xa0aggressive. You get an alarming feeling in the pit of your stomach and then do what\xa0many of your customers do to you. You lie!
You say, "I'm just looking; I'll come backlater," or "It's too expensive," or "I have to talk to my spouse before I decide." What\xa0you're really thinking is "I don't like this guy," or "I don't trust her," or "Something didn't\xa0feel quite right." In the end, you never go back to this store, you never recommend it, and\xa0neither the store owner nor the persuader ever knows why.
This obstacle is truly a silent persuasion killer. Most people will never say\xa0anything to you to alert you to the fact they are feeling this way. They are more\xa0comfortable lying to you\u2014so they don't hurt your feelings. They walk away and simply\xa0never deal with you again. The reason this obstacle is such a killer is because we don't\xa0even realize we're doing it.
\xa0What do you do to overcome this tendency? Your persuasion attempts must be\xa0nonthreatening and very natural. Forget loud and flashy. That strategy only encourages\xa0resistance. And most definitely forget about high pressure. Not only does that solidify the\xa0wall of resistance in that particular moment, but the wall will increase in size. When\xa0people feel they have been pressured, bullied, or coerced into buying or doing something\xa0they don't need or want, they are resentful. They will never do business with you again.
\xa0The moment people sense that you are attempting to persuade them, the brick wall\xa0increases in size and strength, and they will resist you. To counter this tendency,\xa0persuasion and sales must take place below the conscious radar.
\xa0Great persuaders have cultivated a sixth sense when it comes to the "push and\xa0pull" aspect of persuasion. You must encourage without pushing. Entice, but don't\xa0ensnare. You have to sense and then predict, based upon knowledge, instinct, experience,\xa0and nonverbal cues, what you can do and how your audience will respond. With this\xa0sensitivity, which you can learn, there won't be any smacking head first into the brick\xa0wall of resistance.
Offer of the week: lawsofinfluence.com\xa0