Talk Less, Say More: Three Habits to Influence Others and Make Things Happen by Connie Dieken

Author:Connie Dieken [Dieken, Connie]
Language: eng
Format: epub, pdf
Tags: Business & Economics, General, Language Arts & Disciplines, Communication Studies, Business Communication, Communication, Oral communication
ISBN: 9780470500866
Publisher: John Wiley and Sons
Published: 2009-09-22T04:10:39.414000+00:00

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08/20/2009

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86 Talk Less, Say More

If you’ve ever bought anything from an infomercial, the rule of three may have reeled you in.

Producers of these programs typically use the

‘‘three easy payments’’ method to make products seem irresistibly tempting.

I’ve seen the power of this technique personally.

I once cohosted a television program for a high-end retail client for a product that cost about $500.

In test markets, consumers responded positively to the product and its promotion, but most declined to buy because they said the price was too steep.

What did our producer do? She had my cohost rerecord the payment portion of the program, changing it from full price to ‘‘three easy payments.’’ Bingo! Magically, resistance dropped and the product started selling.

TRIPLETS

The rule of three works equally well when pre-TACTIC 2 senting any type of information that you want people to act upon, beyond just making choices.

Think The narrow and deep formula works in any com-Narrow munication format to avert confusion. Presenting and Deep ideas in a narrow and deep way, as opposed to wide and shallow, will cement your ideas and prevent them from getting lost in communiclutter.

How to do it? In e-mails, you’ll achieve glance-and-go clarity by presenting ideas or info-bits in quick bullets. By separating information into bite-sized pieces, you’ll avoid the monotony of paragraphs and help the information stand out.

For example, scheduling a meeting could look like this:

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