Last week we touched on ways that you can negatively influence an outcome: The Poochie Effect. By immediately presenting a solution to a question, we shut people out of the solution process and remove their intrinsic desire to be valuable.
Today I want to talk about pacing. Pacing is when you get early agreement in a conversation, and slowly lead somebody to reach your goal.
If a boss or somebody of higher authority than you presents a solution to a problem, your subconscious will shut down. You’ll see that authoritative idea as the winner. You won’t reach a state of flow.
Last night I was picking up some adult beverages when my phone lit up. Incoming call from what Google’s Caller ID displayed as US Internal Revenue Services, from Oakland CA. Wary but curious, I picked up.
Immediately, the man knew my name and address. Score one for believably. “Paul White” gave me a case number and started to explain why he was calling: the IRS was doing an audit of all Americans to crack down on fraud, and I had under-reported income from 2010-2011 tax year by $1000 per month. I owed $850 in back taxes for that $12k, said the man.
Thank you to my visitors and subscribers. I am very excited for the response I’ve received. I love it, you all are great.
I’ve heard from some of my subscribers that they’d prefer a video summary of the PRL books, with slides to help reinforce the message and main points. If you agree, please email me or let me know in the comments!
Welcome to the Persuasion Reading List website, where I provide Executive Summaries of texts about persuasion and influence. I’m still getting myself organized with this adventure, but in the mean time here is Scott Adams’ original list if you want to peruse his recommended reading.