How to Coach Yourself and Others How to Influence, Persuade and Motivate

4. The Source of the Request: Having different people employ the initial and subsequent requests when using the FITD technique can be an effective strategy. This way, the same person isn't required to make both the initial and the follow-up requests and your prospects won't feel like they are being taken advantage of. [11]J. L. Freedman and S. C. Fraser, "Compliance Without Pressure: The Footin-the-Door Technique," Journal of Personality and Social Psychology (1966): 195–203. [12]R. B. Cialdini, J. T. Cacioppo, R. Bassett, and J. A. Miller, "Low-Ball Procedure for Producing Compliance: Commitment Then Cost," Journal of Personality and Social Psychology (1978): 463–476. [13]S. J. Sherman, "On the Self-Erasing Nature of Prediction," Journal of Personality and Social Psychology (1980): 211–221. [14]C. Seligman, M. Bush, and K. Kirsch, "Relationship Between Compliance in the Foot-in-the-Door Paradigm and Size of First Request," Journal of Personality and Social Psychology 33 (1976): 517–520. [15]J. P. Dillard, J. E. Hunter, and M. Burgoon, "Sequential-Request Persuasive Strategies: Meta-Analysis of Foot-in-the-Door and Door-in-the-Face," Human Communication Research 10 (1984): 461–488. Three Steps to Using the Rule of Dissonance Step One: Get a Commitment You can create or reveal commitments in your prospects by ensuring that the commitments are public, affirmative, voluntary, and effortful (PAVE). Public Make your prospect's stand as public as possible. Get a written commitment and make that written commitment public. Involve family and friends in the proposed action. Engage your customer in a public handshake to seal the deal in front of other employees and customers. Affirmative You want to get as many "yes" answers as possible because yeses develop consistency within the person that will carry over into your major request. 202

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