Magic. Why do we love it, and why do we fall for it?
Why do we love it?
Because we know and expect deceit, but still miss it… and we are left with childlike wonder & awe.
Why do we fall for it?
Because magicians have a talent to convince their audience to see only their version of events. They know that humans have a finite capacity for information intake and if they fill this up with clever narration, fast movements, and focussed body language, the rest (the trick) will be missed.
What’s the moral of the story for selling?
- Focus your pitch and fill up people’s capacity with the right information – otherwise they’ll miss your key points.
- Realise that you have the power to guide people’s attention. So do it.
- Challenge people’s (client’s) thinking.
- Leave an impression – a good one. Make them remember your key points.
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