Understand the Power of Persuasion
A German study demonsrated how blode women performed IQ tests more slowly after they’d read jokes that reinforced the message that blondes are less bright. The study used around 80 women with various hair colors and appeared to show how the suggestion that blondes were less bright adversely affected their confidence.
We humans are highly suggestible creatures. Humans are great at thinking and reasoning but using our brains in this way uses valuable energy. We will always tend to take the easy route and follow someones suggestion if it saves us thinking. Understanding the laws of persuasion is all about human psychology.
Successful sales people use and exploit persuasion techniques all the time. You may have met the type of sales person who will tell you anything just to get a sale. It’s often only on reflection that you realise that you had been persuaded to buy something by a particularly friendly sales person.
Persuasion techniques that are commonly used include using someones name in a familiar and friendly way. You’ll have probably encountered this yourself, perhaps from telephone sales executive, who suddenly becomes your new best friend when they have your Christian name.
Another common persuasion technique is to use the same words and style of language as the person you are trying to persuade. Imitating someones style of speech, the language they use and their accent is a technique that is commonly used.
Another technique used in persuasion is to always use very positive language and motivating, encouraging words. The human subconscious is particularly susceptible to these subtle messages.
Learning to recognize and use persuasion techniques can be useful, not only to sales people, but to every body. These techniques can be very useful to parents. You can use these techniques at work with colleagues or team members.
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