Can you recall the last time you were in agreement with your client or prospect, when you expressed the same opinion as them? Did you have a sense this feeling of accord influenced them sufficiently enough that they wanted to purchase your goods? Were you even deliberately attempting to do this at that time?
Most people do not, generally, consider agreement as a method of persuasion. You likely agreed with your prospect’s point of view because you did and nothing more! I agree, that may sound obvious, and I would like to add that this is, indeed, how most people think about agreement.
In this chapter, we discuss the effect that just appearing ...
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