In terms of persuasion, abundance works because it creates the impression of not needing any particular person (or event). This communicates high value and non-neediness. The opposite, neediness, creates an immediate negative reaction and communicates low value.

One of the best ways to communicate abundance is to use costly signaling. This is the act of doing something that purposely hampers or hurts you just to show that you can take it.

Abundance is a natural consequence of a proper diagnostic and specialization. When you know exactly who you want to work with and what generates more results, you have zero need to convince anyone else.

The Persuasion Psychology Behind the Technique

When one side has abundance, this creates scarcity on the opposite end. Because, due to the abundance, the person can select who they work/interact with, so it’s more likely their time will be limited or not even available.

You can use abundance by simply caring less than the other person. This communicates you don’t need this particular interaction.


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All examples of costly signaling

All examples for this technique also apply here

Zero expectations

Having zero expectations about a sales call or relationship is another example. When someone really wants to sell or close someone, that will be communicated, and it’s negative. But when the person has zero expectations, that's when they end up getting clients (or attention)

Use Cases For the Four Quadrants

Key Takeaways
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How to Stack This Technique