Using Time Perspective

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other remaining group was told to make a list of all things that could go wrong on a trip to the islands. Finally, all subjects had to criticize each advertisement and candidate. Gullible subjects used up their resistance to advertising early on.They became less critical of the candidates as the experiment proceeded even though the clips were shown in different orders to different students. Reaction to the final clip depended on the approach that had been taken on the travelogue. If the subjects criticized the Fiji trip, they were more likely to look at the final candidate positively. If they were told to look positively at the Fiji trip, they were more likely to criticize the candidate. Skeptical subjects reacted differently. Skeptics were least critical of the first candidate and became increasingly more critical as time went on, regardless of the Fiji travelogue. Key: It is possible to use up resources for resistance, therefore making people less likely to resist your message. Exercise: How can you use up resistance early on with your clients and customers, making them more susceptible to your message?

Using Time Perspective

The Tenth Law of Persuasion, as you know from my books Covert Hypnosis and Selling Yourself to Others, says, Changing someones time perspective helps them to make different decisions. When people change their time perspective they change how they feel about something and the decisions they make in regard to it. Having carefully looked at the work of Steven Sherman, Matthew Crawford, and Allen McConnell, I find their research dovetails in some very unique and special ways with the Tenth Law of Persuasion, time perspective. I must confess that when I discovered this missing piece in the persuasion and influence models a few years ago, I truly felt I had singularly come across one of the missing links in the science of influence. However,