How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 318

Chapter 11
The Rule of Involvement
Create and Awaken Curiosity
Overview
Without involvement, there is no commitment. Mark it down, asterisk it,
circle it, underline it. No involvement, no commitment.
—STEPHEN COVEY
The rule of involvement suggests that the more you engage someone's
five senses, involve them mentally and physically, and create the right
atmosphere for persuasion, the more effective and persuasive you'll be.
Listening can be a very passive act; you can listen to an entire speech and
not feel or do a thing. As a persuader, you need to help your audience be
one step closer to taking action. As a superior persuader, your goal is to
decrease the distance someone has to go to reach your objective.
When you get a prospect to start something, it is most likely they will
follow through and complete your desired outcome. The more involved
they become, the less psychological distance between the start and the
finish. The desired outcome becomes more and more realistic instead of
just an idea you are proposing. If you put on your shoes to go to the store,
you are more likely to continue in that direction. If you sit down and turn
on the TV, your goal of going to the store is less likely to be reached.
There are many ways to use involvement. We are going to focus on the
following:
1.
2.
3.
4.
5.
6.
7.
8.
9.

Increasing Participation
Creating Atmosphere
Maintaining Attention
Using the Art of Questioning
Telling Mesmerizing Stories
Repeating and Repackaging
Building Suspense and Distraction
Generating Competition
Engaging the Five Senses
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