There is a strange psychological phenomenon in regard to drawing conclusions. If someone tells us exactly what to do, our tendency is to reject that forced choice. Especially when we feel like it is our only option.
The solution is to offer your prospects a few options so that they can make the choice for themselves. People feel the need to have freedom and make their own decisions. If forced to choose something against their will, they experience psychological resistance and feel a need to resist the decision.
Testing the objectivity of vision and BIAS
The challenge is there are a few downsides to using options and choices. For example, too many options can paralyze your prospect. Discover a few more “what to do,” and a few more “what not to do,” on this week’s podcast. Join me for the podcast on The Power of Choices and Options – A Key To Your Close.
Kurt W. Mortensen is an international authority on charisma, negotiation, and building your social influence. Kurt has spent over 20 years researching influence, leadership, sales, persuasive presentations, and he teaches on the university level.
Kurt is the author of Persuasion IQ, Laws of Charisma, and the best-selling book Maximum Influence. His books have been translated into 28 languages. He is also the host of the popular podcast Maximize Your Influence.
Over the years, Kurt has taught hundreds of seminars and workshops worldwide. (Over 20 Countries) He has discovered most people have a great desire to succeed but many times fall short of their goals. Mortensen teaches that professional success, personal relationships, and leadership all depend on the ability to persuade, influence, and motivate others. The key is to get others to want to do, what you want them to do and like doing it.
