How to deal with the Interruption Mood Sucker

Seminar

This is why learning anchoring so IMPORTANT?

Let me set the scene The Interruption Mood Sucker:

You have worked long and hard to get someone to make a decision. You have gotten them excited about moving forward. It could be a sale, it could be getting a raise, it could be getting a date, it could be getting a DEAL, it could be getting a raise… All good things!

Then something happens…. Their phone rings…. They get distracted by something…. They start having doubts…. They begin to back away….

Then you have to backtrack and start all OVER AGAIN from scratch. Re convincing…. Restating facts figures and motivations…. Desperately trying to get them back into the excitement that got them to make the decision in the first place…. round and round it goes….

The thing is if you anchored that original excitement then you could completely skip this completely.

All you would have to do is trigger the anchor to get them back into that excitement IMMEDIATELY.

OK so how would that work in the real world?

Someone interrupts your conversation and the mood disappears. We have all had this happen.

You say, “Where were we? Yes we were talking about doing X” (Fire the trigger of excitement)

BOOM

The are right back in the excitement and you didn’t have to start all over.

I know what you are thinking. “Tom that sounds great but can it be that easy?” Yes it can.

The reason it this. Anytime you get a disruption the whole line of thinking gets lost. The brain desperately searches for a sign to get it back on track. When you give it that sign it wants to follow it so that it can get back to where it was. The longer that takes the more confused the baron gets.

Firing the trigger for the state you anchored does just that. It is fast and powerful.