One of the latest trends I've noticed people using to make their point is to start a sentence with the word 'Look'. It's everywhere. I bet I hear it 5 times a day - especially during this election season where the candidates are pitching us all day long. The jury is still out - but I think 'Look' is here to stay, mostly because it's just so effective.
When you start a sentence with the word 'look', especially in an argument or debate - it's very final and declarative. It's a way to say 'this is the final answer to this discussion' - and it's very hard to continue a debate after you've been 'look'ed. However, you do need to be cautious in your tone - because if you're not careful, it can come off a bit rude. Still, in the hands of a silver-tongued charmer..the 'look' is a knockout.
John McCain, and more so Obama, are huge users of the 'look'. Just listen to either one of them in an interview, and I guarantee you'll start to notice it more and more. Or anytime you see a couple talking heads debating a point on TV - I guarantee you'll see this trend play out as well.
So as a little experiment - I tried working 'Look' into a few different Sales visits last week, and the results were amazingly positive. As a 'close' (as we say in my business), I found it was very effective because 'look' in essence gives me the last word - and I'm giving the final outline as to how things are going to play out.
"Look, if you don't make a commitment to furthering your research by evaluating my technology - you're going to be passed by your competitors who are."It's so final. The 2 different people I tried it on were putty in my hands - because it's so hard to come back from a 'Look'. I watched closely to gauge their responses, and the best way I can describe it was "Well, I guess you're right." And who doesn't like to be right?
So, try it out. And keep your ears open - I think you'll be surprised where it pops up - Machiavellian as it may be.