PERSUASION WIKI
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Closing
The Closing stage in focuses on (surprise, surprise) closing the person, providing some final incentives and limiting their options:
- Effort Manipulation
- Techniques focusing on changing the perceived mental effort of something, which changes the actions people take;
- Techniques: Streamlining, implementation intention, illustrating progress and loss, removing exits;
- Context Manipulation
- Techniques that change the context, making something seem better or worse by comparison;
- Techniques: Changing the framing and/or contrast, changing the option set, using salience;
- Reinforcers
- Techniques exclusively focused on reinforcing your value proposition;
- Techniques: Intent labeling, using future lock-in, providing justifications, optimizing for logical/emotional people;
- Limiters
- Technique exclusively focused on limiting the other options the person may have;
- Techniques: Eliciting multiple reasons, social identity contradictions;