How to Coach Yourself and Others Beware of Manipulation | Page 171

Hinting
When something is mentioned in which we already have an interest, or which sparks a new interest
(typically by nudging needs), we want to find out more. Hints give just enough information to
stimulate interest and curiosity.
So rather than tell people outright about things, drop hints and watch the alacrity with which they pick
up on them. Then, a bit later, drop another hint. This is like laying a trail of breadcrumbs right to your
door.
Promising benefit
Benefits are positive outcomes that result from actions. When someone talks about the good things I
could have, I want to know more, in particular what I have to do to get them. Sales people use this
approach when they put benefits before features.
So suggest they could get specific benefits, without saying how. Get them to think the benefits are
within easy reach before they realize the real cost. Ask questions like 'Would you like to..?' or 'Imagine
that...'.
Partial images
When you show people a part of something, they want to see the rest of it to find out what it is. Even if
they know or believe they know what is there (a wonderful skill most people have), they seek
confirmation. Photographers use this when they crop images to show half an arch or a part of a person.
Gardeners do it too when they give glimpses of country views.
So conceal parts of what they see. Show enough that they can guess but not so much they know or are
pretty certain.
Slow reveal
When something is being uncovered, so we gradually discover more, we become anxious as we predict
what it might be and wait to see if we are right. We have to keep paying attention as each moment of
the reveal gives us more information which we can use to confirm or revise our prediction.
This can be visual or simply words. There is a TV game where the camera starts very close and zooms
slowly out while contestants have to name the object. Sales people use this as the give demonstrations
and reveal benefits one at a time.
Verbal reveals happen all the time, as while we are speaking, listeners are always predicting ahead.
Careful use of words can make use of this dynamic process, structuring words and sentences to reveal
in an ordered way, always leading the listener and making full use of curiosity.
So show them things slowly. Pause to let them appreciate each good thing.
Layer hints to increase excitement. Start with objects turned away or in a box. Use words like '...not
only...' to let them know