The Illusions of Choice technique

by Lou

I’d like to show you what some people consider one of the most powerful persuasion techniques.

In Ericksonian hypnosis we have a language pattern called Double Binds that are statements that offer two or more choices that are in fact the same choice (“You may want to go into a trance now or in the next few minutes”).

There is another pattern called the “But You Are Free” technique. A review of over forty psychology studies suggests this technique could double the chances someone would say “yes” to your request.

It’s very simple to use. All you need to do is make your request and then acknowledge the other person has the choice to refuse your request.

Here are some frames you could use:

• (REQUEST). But you are free not to.

• (REQUEST). Obviously, you don’t have to.

• (REQUEST). Don’t feel obliged though.

As you can see, the language you choose isn’t that important. You just want to reaffirm to the person that he or she has a choice.

This technique is best used face-to-face, but it can also be effective in emails and of course, over the phone.

Comments are closed.

Previous post:

Next post: