Linguistical Pitfalls in Persuasion (but, try, if, might)
August 28th, 2007"Linguistics is arguably the most hotly contested property in the academic realm. It is soaked with the blood of poets, theologians, philosophers, philologists, psychologists, biologists, anthropologists, and neurologists, along with whatever blood can be got out of grammarians." - Russ Rymer
Hi Persuader,
What is it that has all these academics drawing blood?
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The concept is funny. I envision gangs of scholars in tweed jackets and khaki pants jabbing each other with quills and inflicting massive paper cuts on their intellectual enemies.
How could the scientific study of language incite intense animosity?
Language is powerful - derisive and divisive at the same time that it is full of potential and beauty.
We all have been told, "The pen is mightier than the sword." And with that awareness, I'd like to explore the eight most dangerous words as applied to persuasion.
And this goes for any persuasion, especially when dealing with the affluent because you need the most consistency and confidence in your language to influence this elite group of individuals.
Every single one of these words has an exception, and feel free to explore and discover the exceptions and use them to your advantage.
Be very, very cautious, especially if you're a beginner with these skills. In general, you should ignore these words, stay away from them, don't use them at all. They will absolutely backfire.
Rapport is a tenuous thread when it first begins.
Persuasion, done well, starts off as a very weak force. In fact, it's a magnetic force where you're drawing them to you. You do that through rapport so that the affluent think you are them.
And YOU know that you're them, and so in doing so, you're drawing them into you. It's a magnetic pull that's actually taking place. But it's tenuous, it's weak.
If it were overwhelmingly strong, you'd be scaring your prospects off. It has to be weak to start with or you'll scare them.
They'll be wondering "what's going on, why do I feel so overwhelmed instantly?" And for the most part, that won't work too well.
So it starts off weak, and it picks up steam. Until you get there, it's tenuous, it's fragile.
These words that you're going to learn right now snap the thread, they break it, and they cast doubt where none need exist. And for that reason I call them DANGEROUS words.
Each of these words can be twisted to be positive and useful, but for the most part when you're beginning, just leave them out.
But.
This word has very strange properties. It simply cancels everything that goes before. Whatever is said before the word but is gone, it gets canceled out.
"I like you, but..." What am I saying? I don't like you.
"I'd like to go out with you, but..." I'm not going to go out with you.
The word but cancels everything that comes before it, every single thing, gone, destroyed, nada.
Try.
There is no such thing as try. Try doesn't really exist. Try always presupposes failure, so you've tried and tried and tried and tried. You either do it, or you don't do it. You either are or are not. You are not in the middle.
On an advanced level, I love the word try and I use it all the time.
"Try in vain to find anyone to disagree with me."
I love try on those kinds of situations. "Can you try really hard to think of why this might not work? Can you really try? Or, does nothing seem to come to mind?"
So, hypnotically, there are lots of ways to use try to your advantage.
However, sales and persuasion is rarely one of them. You have to be careful. You must learn more about how to use this kind of language before you destroy your chances with the affluent. Look at www.persuasionfactor.com for a program on how to do just that.
If.
If is similar to try because it presupposes "might not". It also is a weak word. It weakens who you are and what you're talking about.
"If you like what I'm telling you about today, maybe you'd like to see about possibly, you know, signing up."
Doesn't sound too confident, too reassuring, too convincing, does it?
If is a weak, weasley little word. It doesn't support self-confidence, doesn't support you having a strong intention. It gives people an out, it gives yourself an out.
Might.
Might is a wishy-washy word.
"You know, I might be able to do it." Well, can you or can't you?
How many times have you heard salespeople sound really wishy-washy?
"Well, you know, if you think this would really work for you, we might consider going ahead and trying."
It just takes away all the personal power. Watch your personal power, enhance your power every single time you can. Speak with authority and you will be respected by the affluent AND rewarded by them.
Until Next Time,
Kenrick E. Cleveland
11 Responses to “Linguistical Pitfalls in Persuasion (but, try, if, might)”
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(8 votes, average: 4.50 out of 5)
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August 29th, 2007 at 12:39 am Quote
Good stuff Kenrick. Thanks for being generous with your knowledge.
August 29th, 2007 at 12:43 am Quote
Kenrick,
I forgot about the pitfalls in using these words in conversations.
Thank you for the reminder.
Great Stuff!
Harve
August 29th, 2007 at 1:35 am Quote
Oh, Kendrick these are the pearls of your amazing storehouse:
"Can you try really hard to think of why this might not work? Can you really try? Or, does nothing seem to come to mind?”
Thank you, again.
August 29th, 2007 at 2:04 am Quote
I must've missed something, but weren't there 8 words you were warning us about? I only counted 4. Great advice on the first four, but the last 4...?
Scott
August 29th, 2007 at 2:14 am Quote
"Do ... or Do not. There is no 'try.'" Yoda - The Empire Strikes Back
I've also heard that BUT is an acronym "B___ Ugly Truth."
August 29th, 2007 at 2:50 am Quote
I guess I wasn't the only person who noticed only 4 . . . GREAT hook for tomorrow! BUT, what if I don't get the post tomorrow? I MIGHT miss it!! I guess I must TRY really hard to check out the blog! If I miss it, I MIGHT be lost!
Thanks Kenrick
ALL the Best!
Bill
August 30th, 2007 at 10:20 am Quote
Hey Kenrick,
Great post! I really like your take on those dangerous
words. Here's how I strategically and profitably use
them:
1) But: You can hire a cheap copywriter, but you'll
get what you pay for. Pay peanuts and you get monkeys.
2)Might: You MIGHT do that if you don't mind spending
134% more on this project.
3) If: If you don't mind having less than 2% return on
your mailing, you might want to use that
approach/angle. It's your call.
4) Try: You might try to use image advertising
[agency], but here are the facts: positive [get your
name out there], negative [spend a lot of money],
negative[no measurable roi] and negative [feeling as
being ripped off]
Just some stuff off the cuff.
Warmly,
Jack
August 31st, 2007 at 4:23 am Quote
Hey Kenrick,
Its easy to forget the power of words sometimes - especially in the heat of battle.
One that I am consciously looking to eliminate from my vocab is basically.
Its a shocker - I am at the point when I can recognise when I say it.
The posts are great - keep them coming - am working on being over for the January event.
Regards,
John
August 31st, 2007 at 9:11 am Quote
Mike Jezek said on August 29, 2007
You're welcome, Mike. I'm glad you are enjoying the articles.
Btw, we just put a voting system onto the blog. Check it out. Under the title of the blog post, you'll see stars. Hover your mouse over the stars and click on the number of stars you think the post deserves.
August 31st, 2007 at 9:16 am Quote
Jack Ford said on August 30, 2007
Jack - this is real good. You showed an advanced way to incorporate these words into your work.
I believe that it's easier for a person, as they're learning, to eliminate these 4 (8) words from their vocabulary as that will give them a jump in more clear and congruent communication. Then as their skill grows, begin adding them back in strategically like you demonstrated.
August 31st, 2007 at 9:20 am Quote
John said on August 31, 2007
Yes, and add to that the words, honestly and obviously. Honestly being the worst of the two.
Why honestly? Those that are honest don't need to say they are - they just are. And when you say it, it begs the question, "so what you're saying is honest about this issue, but is this an unusual thing for you to do, to be honest? Are the times you've brought this up in the past, or will in the future, not necessarily honest?
Food for thought.