Let's look at another example of how the mind works and the "yes-es" and "no's" you give, as far as time in concerned.
A friend asks you to do something next week that you only marginally want to do. It would be OK but it would be just as OK not to do it. You say, "Yes."
As the time approaches, you feel more and more like you would rather get something done around the house or go shopping, or just go to sleep. It now seems like work to do what you previously said "yes" to that possibly might have been fun.
"My kids are sick and I've got to stay home and take care of them."
And you stay home or go shopping.
Sound familiar?
Or your wife/girlfriend/you has this experience:
She's at a Tupperware party and she knows the moment is coming...
"Now, if you want to receive a bunch of free gifts like this container that an elephant can stand on and still not break... (She demonstrates)...you can host a party at your house...but I'm really booked for the next 60 days so it would have to be in July. Jane, do you want to do one?"
"Sure." (She thinks, "July is summer time, I am so glad she didn't ask me to do this next week!")
"July 17?"
"Sure, that's fine."
"Great Honey. How about you Jessica? I can do one on the 4th of August."
"Sure, I'll do that." (That's LATE in the summer she thinks!)
And so on and so forth.
Now, having a Tupperware Party isn't a bad thing. It's probably a very good thing indeed! With a good hostess, the women will probably have fun and everyone will spend just a little money. But you do have to obligate your friends and family to come, which is a bit uncomfortable for just about anyone. But hey, it's three months out!
In a society where people are very, very in the moment, these "decisions" are EZ to say "YES!" to.
As the party approaches, she feels torn as she prepares to send out the invitations. She wonders why she said "yes," in the first place. She still hasn't SENT the invitations. It's probably going to be fine, but part of her doesn't want to do the party. Life is busy and this really wasn't necessary. But she said she'd do it...in front of a lot of HER FRIENDS...and she's going to have a Tupperware Party.
When Jane was asked, it didn't seem like that big of a deal, certainly not an obligation that entails a bit of work. As she approaches the date, though, it does seem as though this is an all day project....
I was watching TV the other night and an annoying commercial came on for a furniture company.
"2010," the young suburban housewife says as she sits on her new couch.
"This week only - you have no payments til 2010," the young husband parrots.
"..no payments and no INTEREST til 2010!"
"Wow, no interest?!" the husband feeds the line back and so the commercial goes.
Shoot you get stuff NOW and you don't have to pay (with 21.99% APR) until January 2010....do that math on a living room set...
Is the commercial effective?
You bet.
The furniture store isn't selling a recliner or sofa, they are "selling" FREE FURNITURE...for 2009, at least. 2010 is 9 months away and that means that you can have new furniture for free! You look around your house and you think, "you know, we DO need new furniture."
And you probably do. This is not only an effective promotion, it's also ethical.
What's particularly savvy is that after 9 months, furniture is no longer new and not returnable....you get it...
Keypoints and the feelings that matter in the persuasion process...
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In a society where people are very, very in the moment, these "decisions" are EZ to say "YES!" to.