How to Coach Yourself and Others How to Influence, Persuade and Motivate | Seite 299

Timing
For contrast to be effective, it is important that the two scenarios, options,
or offers are presented one right after another. Researchers Dillard[10]
and Fern[11] argue that the timing between the initial and follow-up
requests influences the successfulness of using this technique.
Specifically, in order to increase compliance, the delay between the two
requests must be short. If there is too much of a delay between the first
and the second request, your prospect may not remember that you are
comparing the two items or requests, and your ability to persuade will
falter.
The effects of timing play a key role in people's reactions and the actions
they take. Let's say that you just found out your twelve-year-old son took
the family car for a joyride and was brought back by the police. You
might be understandably upset. However, what if you just found out
instead that your nineteen-year-old son had taken your car out for a
joyride seven years ago? In both scenarios you discovered the same news,
but your reaction