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Phrases that are manipulated in the trade

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“Do you want healthy teeth?”

How it works:
In this case, the seller of toothpaste uses two ways of persuasion. The first is the use of a rhetorical question, which is put in such a way as to make the interlocutor agree with you, since the answer is obvious. This is done in order to gain customer confidence and instill in him the feeling that the seller has the same outlook on life as he has. The second technique, close in meaning, is the use of “yes-questions”. Here it is not necessary to ask questions related to the product. You can ask: “The weather is good today, right?” When a person agrees even with something unimportant, it will be much easier for him to agree with more weighty things and say, for example: “Yes, I buy.”

“This car is worthy of you”

How it works:
People like to be praised, considered special, intelligent and meaningful. In the advertising technique, you can use it, referring to the buyer with such phrases as: “You value quality,” “A man of this level is worth it.” Sometimes, in order to evoke a sense of superiority in a client, they are told a story about a person who committed a stupid act: “But you are not going to do that?”. The principle of operation of this technique lies in the fact that we like those people who give compliments, and we trust those who we like.

“You are absolutely free and choose for yourself”
How it works:
A person needs to be convinced that she has the freedom of choice, because people hate when they are under pressure. Declining the client to purchase, the manipulator notices that he does not insist, but simply advises. The study, which was attended by 22 thousand. People showed that this simple technique is extremely effective: the chances of success are increased by 50%. People were asked to donate to charity or give money for a ticket for transport. If, after the request, it was added “but I do not insist, you are not at all obliged to help me,” people were much more willing to help. The main point of technology is to make a person understand that nothing is imposed on him, and no one is pressing him.

“50% discount. Only today! ”

How it works:
Technique acts on the human survival instinct, creating fear of missing something important. Researchers call this the “instinct to grab all that is, or to be left with nothing.” Advertising often uses the relevant phrases: “Last chance”, “The action ends today.” According to statistics on the day of the sale, people, succumbing to panic, spend 10% more than a typical day. A person creates a feeling of deficiency and, under stress, loses the ability to reason rationally.

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