I love the process of how we learn from our [tag]observations[/tag]. As an example, I would like the use the fact that we humans have an urgent, pressing need for [tag]closure[/tag]. When used in the process of selling, this need is often exploited to sharpen the readers attention on the message.
For instance, we begin to build on an idea, but before completing it, we move onto another idea. “Our top news story tonight – giant ape climbs Empire State Building, but first…” Our attention is captured until the original idea is completed.
This phenomenon was observed by a psychologist in 1927 when she found that people remember unfinished tasks better than completed ones. By noticing how waiters and waitresses remembered orders that were uncompleted, but quickly forgot them once they were finished, Bluma [tag]Zeigarnik[/tag] discovered what is now known as the “Zeigarnik Effect.â€
Try using it when writing or telling a story and I think you’ll be amazed at the results, but first…
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