Images

Author Outlines Conditions Normally Needed in Order for People to Be Manipulated Into Making a Purchase (posted on 4-5-07)
Author Dave Lakhani says that four conditions are often met when people make a purchase that they didn't really want to make:

1. They are looking for a solution to a problem. This means they are looking for information and guidance.
2. There is time sensitivity, either because people have little time now, won't have much time in the future, or because the seller creates a reason for the purchase to be made at present.
3. There is the potential for a feeling of loss if the purchase is not made.
4. An authority helps them. An authority in this case is someone with more knowledge than the prospective buyer who leads him to a solution.
Persuasion: The Art of Getting What You Want, by Dave Lakhani (2005)

Sales Trainer Speaks Honestly About Manipulating Customers (posted on 3-21-07)
"As a salesman, you most definitely should be doing

everything you can to get your prospects to do business with

you."

"And that includes manipulating your prospect's emotions."

"Get them stirred up. Find their pain. Get them to feel it.

Make them uncomfortable, anxious, worried, and scared even

about what might happen if they don't do something about

their pain. Scared about what might happen if they don't

decide to business with you now."
Shamus Brown's EgoPower e-mail (3-20-07)

How Do Marketers "Position" a Product? (posted on 2-18-07)
"Positioning is what you do to the mind of a prospect. That is, you position the product in the mind of the prospect."

"Positioning, at its core, is all about understanding the psychology of the mind and how you can manipulate perceptions to make whatever you're selling more attractive and unique. The more you understand how minds work, the more you'll understand positioning."
Positioning: How to Be Seen and Heard in the Overcrowded Marketplace, by Al Ries and Jack Trout (2001), Pages ix and 2

Salesmanship or "Cultmanship"? (posted on 1-21-07)
"There are similarities between mind control and other forms of persuasion, such as is found in advertising and modern sales techniques. Both the religious cult and, let's say, a door-to-door salesman, are offering a product (the religion offers God's approval and a future reward). Both exert persuasion to "try it out," as time is supposedly short or limited; soon they won't be able to choose. It is emphasized that they must make a decision. High pressure tactics are used, with an attempt to overwhelm their listener with positive statements regarding their product or organization. This is done in an attempt to rush the decision before all angles can be considered, or before someone can come along who can effectively challenge the product or organization."
Refuting Jehovah's Witnesses by Randall Watters (1990)

"All Marketers Are Liars" (posted on 1-20-07)
Author Seth Godin says that the best marketers today tell stories rather than provide information. "Great stories agree with your worldview. The best stories don't teach people anything new. Instead, the best stories agree with what the audience already believes and makes the members of the audience feel smart and secure when reminded how right they were in the first place."
All Marketers Are Liars by Seth Godin (2005)

"How to Win Friends & Influence People" (1-16-07)
This classic has sold over 15 million copes and is still read widely by salespeople today. Its premise is that people can be "sold" if they are "handled" appropriately. It teaches salespeople how to get prospects to become compliant by using techniques that take advantage of our tendency to be agreeable with those whom we interact.
How to Win Friends & Influence People by Dale Carnegie (1936)

Has a Salesperson Ever Used a "Tie-Down" Technique on You? (posted on 2-26-07)
A tie-down is a statement followed by a question, designed to get agreement. Here are some examples:
--- This car is really beautiful, isn’t it?
--- You see the benefits of this, don't you?
--- You can’t turn down a great deal like this, can you?

"Are You Satisfied With the Service That You Received?" (posted on 2-21-07)
Have you ever found yourself in the following situation: You call a computer company for technical support and get your questions answered, but aren't totally satisfied with the service. Just before you hang up, the representative asks, "Are you satisfied with the service that you received?" You answer "Yes" because it is uncomfortable to say anything else.

Asking a question like this is a common technique used by companies (including car dealerships) to improve their customer service ratings. After being asked such a question, we will often later receive a customer satisfaction survey. If we responded to the representative's question by saying that we were satisfied, it is much more difficult to say anything different in the survey. Many of us feel the need to remain consistent in our answers to avoid internal conflict.

Don't Like the Question? Answer a Different One (posted on 1-28-07)
Have you noticed how salespeople often give us information we don't ask for when we ask questions they don't want to answer?

Manipulation Is Everywhere!
A short article by Richard Rose of Manipulation Nation.com

Join Our Mailing List

Web site hosting by Web.com