Directing Another's Attention – You're Interested In That, Aren't You?

The title is the technique again.

The technique: “You’re interested in (fill in the blank), aren’t you?”

As in, “You’re interested in becoming more influential and persuasive with your customers/clients, aren’t you?”

Or, “You’re interested in becoming more persuasive in your personal life, aren’t you?”

Or, “You’re interested in ways to use this technique to make more money, aren’t you?”

In an effort to be ethically persuasive and influential, it is important to be able to direct another person/client/customer’s attention to products/services/information that may be important to you and to them but about which they are currently uninformed.

In your personal life, it may be important to call a child or spouse’s attention to information, choices, or facts they may not yet have considered.

People get to make up their own minds. But, you want to be sure that they have considered all of the data, arguments, and information from your perspective too before making that decision.

So, the ability to influence and to direct where another person places their attention without provoking them or raising to much attention on the technique is important.

For example, let’s say it’s dark and you ask a person to tell you what is “out there?” How would they be better prepared to give you an accurate answer? If they simply relied on their memory of what they saw during the day, or if you had a flashlight and were able to draw their attention to the most important objects surrounding them now, in real time?

Obviously, your ability to control their attention with the flashlight increases the likelihood that they will see what you deem to be important. There is an ethical issue here. If you know that there are many other solutions “in the darkness” that are better for the other person but you spotlight only your own, knowing it to be inferior, you have not been truthful and honest.

Now some might say – “they can get a flashlight and see the others for themselves. I’m not responsible for highlighting my competition.” And, at one level I would agree. I’m simply saying that it behooves you, when using these techniques, to make sure that your product is really well suited for the customer, client or other party.

When the light of day arrives, they may see the other alternatives anyway. Your great product match and your honesty will be even more appreciated.

Dave Frees

Photo Credit: davedehetre