Phrases of Manipulation

Phrases of Manipulation Have you ever visited the store just to take a look at the goods and an hour later you find yourself walking out of there with bags full of purchased products? Have you ever thought about the reason for this strange behavior? The whole secret is in the hands of smart managers who have studied psychological techniques. Do You want to have healthy teeth? Pronouncing this phrase, the seller of toothpaste uses two techniques of persuasion. The first the use of rhetorical questions. They are delivered in such a way that they force you to agree with the speaker, because the answer is obvious. This is done in order to inspire confidence and the feeling that the seller has the same outlook on life as the buyer. The second technique the use of yes-questions. It might not be questions in relation with the product. The seller may ask: Nice weather, isnt it? Once a person agrees with something, even something small and insignificant, it will be much easier to accept more important things, for example, to say, Yes, Ill buy it. Just like the yes-questions” the good humor is valid. A person in a good mood and more relaxed is much more ready to buy a product that it is associated with pleasant emotions. You deserve this car! People love flattery. They like it when they feel special, significant and intelligent. In everyday life, you can use this by talking to a man with the phrase: I do not think that a man of such a level as you will agree to find the time to help me In advertising, this technique usually involves a direct appeal: You appreciate quality, You do not like to waste time. Sometimes, to grow in viewers a sense of superiority, advertising shows people doing stupid things. We like those who make compliments, and we tend to trust those who are like us. Consequently, it is easier to convince us to buy something from them. (We believe that such intelligent people as you understand how this technique works.) You want to sell sugary sodas for the rest of your life? Or do you want to come with me and change the world? In this famous phrase, thanks to Steve Jobs who managed to lure John Sculley from PepsiCo, are several applied techniques of persuasion. First, a simplification. The reality constantly makes people feel uncomfortable. Professional manipulators help them relax for a moment, ignoring the difficulties and offering simple solutions. Deodorant, car or a certain brand of beer can make a person beautiful, popular and successful. It also acts as a factor of the Big Lie. As the great manipulator Adolf Hitler said: People are more suspicious with a small lie than with a big one. The third technique is also quite well known: the reduction of choice to two options, one of which is obviously worse. Instead of allowing a person to think about the many alternatives, manipulators give only two options to choose from. Only today 50% off. This technique works on the instinct of survival, causing fear of missing out on something valuable. The researcher Noah Goldstein of the Anderson School of Management calls it the instinct to grab all you can, or be left with nothing. The ads often use the appropriate slogans: Last Chance, Hurry up, before its too late. According to statistics, in the days sales people spend on buying 10% more, led by the  panic   Under stress a person loses the ability to think rationally. Renowned researcher Robert Cialdini calls this technique the creation of scarcity. The use of fear as a manipulative techniques possible in real life. For example, your boss may insinuate that in the near future there will be personnel cuts â€" that will force you to work more overtime. Its worth a million dollars! In English, this technique is called the door-in-the-face. The principle of its operation is that the manipulator first requests the meaningless highest price that a buyer, of course, can not pay. He then offers a much lower price, compared to the first sum. Because of the strong contrast it seems to the buyer a good deal, and he agrees to the purchase. The opposite to foot-in-the-door technique is also used frequently. Here, on the contrary, the buyer is offered to buy something cheap. Agreeing once, it is easier for him later on to make a more serious rejection. A similar principle is used in the technique of boiling point. In this case, the dealer drives the buyer to purchase inexpensive things, and when he is ready to buy, suddenly discovers that this is now out of stock, but there is a similar, more expensive product. The buyer has already mentally prepared himself for buying and easily decides to spend more just to finish the job. Do not be  afraid  or angry. Just smile and relax! Knowledge is the best arm against greedy businessmen. Let your logic  remain  always on.