This article will show you crucial elements in persuasion you have never seen before.
- You will discover the effect of ambiguity in influence.
- You will discover the effect of clearly defined choices vs. ambiguously defined choices in influence.
You will discover precisely when to use ambiguity in influence and all the rest of the times you will be sure that you don’t.
The results might surprise you…
Something can be considered ambiguous when it has an answer or solution but takes time to figure it out. It is not *immediately* obvious.
Ambiguous can also mean that something doesn’t have a clear-cut answer. That options are largely equal in pluses and minuses.
When you present, influence, persuade, sell, manage, tell your kids what to do (all pretty much the same thing) there is one thing you best never do: leave something or anything ambiguous.
“You can see the benefits of having the Sony Laptop PCV 2250.”
Inside my mind: “Huh? Um…the benefits, man what is he talking about? The speed or the …”
“You know…I’ll just pass.”
(Special BONUS KEY: When someone is a Sony customer, has bought the Sony Brand, knows what the Sony PCV 1180 is and is well versed in the distinctions and differences in brand specs, THEN these quirky little codes are effective. Here’s how to remember whether you should be using these designations or not. If you aren’t in the military, you don’t have a clue what the two privates are saying to each other in military lingo. Thus if they tried to sell you something you’d be out of luck. But if you are in the military, then their language makes sense. Is your customer an expert at your product and it’s distinctions with other products you sell? If so, great, fire away with FEATURES. If not, shoot for the BENEFITS.)
I originally was taught that it was often a good idea to use ambiguity when persuading others so that the other person would use their own imagination to construct internal representations about what they want in their own future.
The concept never resonated with me…thank goodness.
If you leave people without information that is necessary for them to make a positive decision, you must make certain that every element that your client needs answered is answered. The more ambiguous information in your proposal, the longer it takes them to decide. The longer it takes them to decide, the less likely they are to say, “yes.”… in other words, the more likely the other person is to say no.
Ambiguity shuts down logical thinking and causes people to literally re-act. It causes them to do things that make no sense. It loses sales. Let me explain by first giving a couple of examples from research then show you specifically what TO do.
Imagine there is a bucket of balls. 30 balls are black. 60 balls are yellow OR white (one color).
You win $100 if you guess the correct color of the first ball out of the bucket.
What would the average person do?
If you said black you are right on the nose. From a strictly mathematical point of view it makes no difference what you do. You’ve got a 50/50 chance of winning $100 if you say black then pick a ball. If you guess yellow or white, you have a 50/50 chance of guessing the other color but have twice as many balls. So half the people should choose black and half the people should pick yellow or white, but that isn’t what happens. The vast majority of people choose black…but that shouldn’t be how it is in the real world…it just is! You need to know how their mind is reacting in advance so you can carefully prepare your message!
That’s not the case, though. Most people choose black because the other option is ambiguous.
Here’s an even more interesting proposition.
A bucket is packed with the same exact amount of black and red balls. Which color would you choose?
And watch what happens here:
A bucket is packed with the same exact amount of black and red balls. The top layer of balls was poured in last and you will be picking from the top layer. Which color do you choose?
Write your answer down.
Now that top layer of balls contains black or red balls just like the rest of the bucket contains black or red balls and the entire bucket is filled with half black and half red. So it doesn’t matter what color you choose, but it takes MUCH longer to decide what to do in this case. Ambiguity.
People will favor options that have no benefit over the other for no logical reason.
But there is more…
…participants are faced with two buckets. One bucket has balls numbered from 1-1000. The other bucket has 1000 numbers from 1-1000 randomly printed on the balls. Obviously many balls will have the same number…some numbers will not appear.
…a ball is pulled out of the second bucket. The number is 687.
Now, you have a chance to win money if you correctly guess the next number pulled out of one of the buckets. Which bucket do you choose to draw from?
The vast majority of people choose the bucket where they saw the number six eighty-seven pulled out of. There is no logical reason to favor this bucket over the other one. BUT the participants have SEEN a numbered ball out of this bucket. They choose this bucket.
In this case the second bucket is the MOST ambiguous. And indeed when the chances of a positive outcome are remote, people do choose the most ambiguous!!!
Finally check this out: Participants in a research project were asked to fill out a questionnaire for which they would be paid $1.50. Before the money was awarded they were offered a pen worth $2 instead of the money. 75% chose the nice pen.
But when the experimenters added a third option of two plastic pens to the above two choices, 53% of the people took the money.
KEY! Do not leave ambiguous choices available to your client. Define clear cut differences between your service/product/self than the other available option. (If you choose more than one other competitor or feature, you might just as well slit your throat.) People don’t want choices and they don’t want a choice where they have to figure something out.
Covert Hypnosis: An Advanced Course in Subtle Unconscious Influence The Master’s Secrets Revealed! (Vol. 1 – 8)
“This is THE advanced course in subtle influence! Remember when you read Covert Hypnosis: An Operator’s Manual, and you got that WOW! feeling inside?! Well, that was just the beginning. In Covert Hypnosis: The Master’s Secret Revealed, you are going to learn how to subtly move inside the minds of anyone you communicate with. In trance or out…this is the most powerful material on Covert Hypnosis on the planet. Period.” Kevin Hogan, Psy.D.
In CD 1, Kevin Hogan reveals specifically the secrets of how to weave the exact messages you want others to act upon into stories that captivate listeners.
CDs 2 & 3 show you how to motivate and compel other people to change their behavior as quickly as is humanly possible. Benefit: You can utilize these covert tools with your own unconscious mind because they link into the core drives and desires that you have!
CD 4 reveals ALL 22 elements of Covert Hypnosis for this first time anywhere! Never before released by anyone, anywhere. The complete Covert Hypnosis Model for change is here. Business? Sales? Consulting? Coaching? Therapy? Learn specifically how to generate change in their thinking with the Covert Hypnosis Model.
CD 5 gives you all the tools necessary to take a person’s deepest drives (sex, eating, acquisition, connection, etc.) and fuse them into building compelling outcomes (the girl of your dreams, lose weight, acquire wealth, meet new people easily). Ignore either aspect, and failure is assured. Successfully meld the two in the unconscious mind and amazing things can happen.
CD 6—Pattern Recognition: Getting someone to think about something is one thing. Getting someone to feel driven to DO something and then watch them do it like magic is something else entirely. Learn so much in just this one CD!!!
CD 7 – This is 2003 neuroscience and research that reveals how to rewire the brain. Some neuroscientists call it “sculpting.” It’s not something that happens instantly and it requires the use of both hemispheres which can be pretty tricky if you don’t know what you are doing.
CD 8 – You are going to learn some unique techniques in the eighth volume of Covert Hypnosis. Not only are you going to learn the truth about values (when they are critical and when they are MEANINGLESS) but you are going to discover the values of the unconscious mind! The unconscious mind and conscious mind do not correlate to each other but they both correlate to the behavior of every person you meet.
Intrigued? Discover the secrets to what separates Covert Hypnosis from every other compliance technology Discover what even the experts don’t know about how the mind interacts with the unconscious mind.