Why They Keep Saying "No!"
Kevin Hogan
Page 2
DO THIS: Think of yourself as a magnetic field with a field pushing out away from you. And the other person has the same magnetic field coming out of them. In other words, North faces North.
What happens?
Polarity....the magnets literally repel each other.
It's a fascinating metaphor because it is amazing to watch it happen on your coffee table with two magnets....just like it is in real life with people...
- So, you can't pressure.
- You can't "push."
- You can't have an authoritarian message and expect the customer to say, "yes."
It won't happen.
But your pressure could easily cause them to sign a long term contract...with your competitor.
Does Everyone Have the Same Response?
What's interesting is that not everyone responds with the polarity reaction. Generally there are two groups of people who predictably WILL react North to North.
A) People who participate in the behavior you are trying to get them to change.
B) People who are normally contrarian in general or to you or your message specifically.
FACT: Reactance is TRIGGERED by OVERT influence attempts that are particularly dogmatic or authoritarian in *content* or *delivery.*
Reactance Triggers
Anything else trigger reactance?
Yes.
Keypoint: A growing body of research shows that "low credibility messengers" (spokesmen/salespeople/etc.) are regularly met with reactance that ties the person being "persuaded" more closely to the status quo.
More?
Yep.
Continue: Page | 1 | 2 | 3 | 
Kevin Hogan
Network 3000 Publishing
3432 Denmark #108
Eagan, MN 55123
(612) 616-0732
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