The use of linguistic binds in the therapeutic context is well documented and researched. The use of binds in the context of persuasion and influence is not nearly in such widespread use, yet. This obviously provides those of us who make our living in the business world an opportunity to once again borrow from the therapeutic.
Binds create the illusion of choice by using language that "normally" offers a choice, where either choice you choose, you still go along with what the speaker wants.
Inasmuch as there are several types of binds, we will concentrate on binds of comparable alternatives.
You can understand it better like this:
A choice is offered the listener where "A" is choice one and "B" is choice two and has the same meaning as "A " only worded differently.
Examples:
1. Would you like to go ahead and set an appointment now or should we just jot down a time when we can meet?
2. I'm confident that before you leave today you will either buy our product or make the decision to take it home with you.
3. It is important to keep our employees happy and producing at their maximum capacity so perhaps you could
a) manage your section by example or you could
b) consistently demonstrate what you expect to be done.
Let's look at Example 1: The first part or choice "A" is, "set an appointment now" and the second part or choice "B" is, "jot down a time when we can meet." What's the difference between these two suggestions? They both mean the same thing, only worded differently. What makes this so powerful is the use of the word, "or."
Generally, the word "or" implies the opposite. For example, if I were to write Example 1 the way you would expect, it would go like this: "Would you like to go ahead and make an appointment now or should we just wait until you have more time?" It's for this reason that this pattern has such impact.
Let's practice coming up with binds that will work for you in your field of work. The way to do this is to first come up with an outcome. Then, create two different ways of saying your outcome whereby either way the person chooses, they do what you want.
1. Outcome:
Alternate way to say it #1
Alternate way to say it #2
This is a very effective pattern and yet we can go one better and double its effectiveness. The way to do it is through:
