How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 156

So guess how many people let her cut? 60% which isn’t bad mind you.
But then they tried it again (on a different group of people) but THIS time
they had her say, “Excuse me, may I cut in front of you because I am in a
rush.” Guess what percentage of people let her cut in front now. Ninety
percent!
Did you see the difference in what she said because that is the key? The
first time she said: “Excuse me, May I cut in front, I am in a rush” and the
second time she said, “Excuse me, may I cut in front BECAUSE I am in a
rush.” That little word, “Because” changed the compliance rate within
people from 60% to 90% which is an incredible jump!
So why does this happen? The answer is simple. We as humans need
reasons for things and the second we are given a reason for something we
go along with it as opposed to questioning it. So give people a reason for
why you want them to do something and people are going to start
listening to you 40% more automatically! “We should go on a date
because you are going to love hanging out with me.” “You should buy
this plan because it is the best one on the market for you! Seemingly tailor
made to your situations because it has X, Y and Z.”

Technique #2: The Social Expectancy
Effect:
This is one of my personal favorite techniques and I have personally
watched this work on some of the hardest lined bastards of the investment
and real estate worlds. Here is the basic idea. As much as we pretend we
don’t want to conform and we all want to be individual we all have this
inner need to conform to what society thinks of us. (Even gothic people,
considered the ultimate” anti conformists” still conform to what they
believe is society!) So watch this:
BY SIMPLY SAYING HOW YOU WANT A PERSON TO BEHAVE
THEY ARE GOING TO DO IT!
But you have to know the trick.
What you do to make this work is you have to tell the person how
OTHER people have told you what that person is like. So for instance,
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