I just interviewed Dr. Eric Knowles, the nation's foremost researcher on resistance to persuasion and the creator of persuasion Omega Strategies.
Dr. Knowles does something quite interesting, he focuses on removing persuasion rather than overwhelming it. It is a very interesting distinction. One of the things he explained in the interview was that there are three types of resistance to persuasion:
- Reactance - That is the resistance of overt persuasion
- Skepticism - Questioning the validity of the product, service or argument
- Inertia - Complete resistance to the idea at all costs.
One of the ideas that he communicated was that by acknowledging resistance to persuasion you actually increase the likelihood of the person you are persuading taking action by up to 50%! He gives a very compelling example in the live training which you can download for your PC by right clicking this link (or if you have a mac, hold down the mouse button on the link) and choosing "Save Target As."
You'll be very happy that you downloaded this live learning event. It is 61 minutes long and every minute is packed with information.