Yesterday, my 8 year old son used a persuasion hack on me that blew my mind.
He used an NLP (neuro-linguistic programming) technique called a double-bind.
I’ll tell you how he used it in a minute, but first let me quickly explain what it is...
A double bind is a really useful tool for driving an outcome you want.
Like all persuasive tools, it can be used for good or evil... (I trust you’ll use it in the right way!)
Simply put, it gives people the illusion of choice.
Here’s how it works -
Instead of asking an open-ended question, embed two options within your question that facilitate the outcome YOU want.
For example, just say you’re on a sales call.
Asking someone ‘Would you like to connect again next week?’- you’re kind of leaving it open to them to decide Yes or No.
And it’s easier for prospects to say No than to say Yes.
So instead of saying ‘Hey, do you want to catch up next week?’ a question using a double-bind would be, ‘Let’s catch up next week. Does Tuesday or Thursday work for you?’
Using a double-bind funnels them into making a decision out of two choices that work for YOU.
Your prospects still feel they have free will... but really they’re just choosing between your two options.
Because we don’t really want our prospects to make their own choices. We want them to make the choice that we want. (If it’s right for them of course – remember, don’t be evil!)
This persuasion hack can be used in your sales and marketing.
I use it on calls all the time....
Do you want to catch up on Monday or Tuesday next week? Monday
Morning or afternoon? Morning.
10am or 10.30am? 10.30
Do you see how I’m guiding the conversation here?
The person I’m talking to is making their own commitments, without feeling like I’m being pushy.
A double-bind is super-powerful in helping move a prospect from a place of inaction to action.
How do you think YOU could use this in your business?
P.S. I haven’t forgotten to tell you how my 8 year old used this on me ☺
Last night, it was nearing his bedtime.
“Gotta get ready for bed soon mate,” I told him.
“Yeah Dad – should I go at 8 or 8.30?”
The word ‘eight’ was halfway out of my mouth before I realised...
... the kid’s bed time is 7pm.
I’m not sure if I should reward him or not for using persuasion so effectively! ☺☺☺