Linguistical Pitfalls Part Two
Well. . .it seems like some of my readers have been paying careful attention. I like that. A while back I wrote an article about the eight most common avoidable pitfalls in language--but, if, try and might. Hey, that's not eight! What are the other four? Several people commented on my blog that I was utilizing the open loop method of persuasion by saying there were eight, and only revealing four. Was this intentional? Maybe.
Whether it was intentional or not, it seems to have worked with several folks enough for them to call up my assistant and e-mail me asking for the other four.
So if you've been glued to your computer waiting for part two, I appreciate your anticipation.
The first three of the final four: would have, could have, should have (woulda, coulda, shoulda).
Why are these problematic? First, they're all in the past tense and on the surface, this may not seem like a problem, but they can have an adverse impact on your ability to persuade.
As persuaders, we want to be in the present, staying with now, so that they can see themselves acting immediately. It's never a good idea to put people in their heads, into the past because we want them with us. As the spiritual teacher from the sixties and seventies coined it, 'be here now'. We want our clients and prospects to be here now with us. We're selling them in the present, and they're buying in the present.
In addition to their nostalgic taint, these words create a whining atmosphere and reek of regret. Whaa! 'I should have done that. If I had been in a better mindset, I would have taken advantage of the situation. If I would have known. . .things would be so much better.'
Last but not least. . .
Can't. I can't. Can't is a negation and negations have the potential to pose a serious threat to your persuasive abilities in essence canceling out all that you have worked to achieve. When I was in high school there was one teacher who forbid us from using the word 'can't'. He wasn't having it.
Take for example the sentence: "You can't use negations". This, in essence, forces your mind to first picture yourself using negations which then negates your ability to use them.
When you say, 'I can't sleep', what happens? Well, first off, you definitely can't sleep.
Negations force the mind to think of the one thing you don't want to think about. The most important element to persuasion is to get your prospect imagining themselves, creating a mental image, of them doing what you want them to do.
Words like "can't" create the very image you don't want the person to make.
There are some very powerful and creative ways to use negation -- just be careful that you use it properly or not at all until you're comfortable with it.
Okay. Happy now?
Article Source: http://www.search-raven.com
About the Author
Kenrick Cleveland teaches strategies to earn the business of affluent clients using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion strategies.
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by: KenrickCleveland
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