PERSUASION WIKI
Exclusion confirmation is a technique that can be used to both test a person and provoke an objection in them. The goal is to get the person to chase and create intrigue by excluding them, saying something such as “This may not be for you”. If they don’t chase, you know there’s a lack of interest (or objection) there.
This works as it creates intrigue in the person and it gets them to chase. It’s a type of what people would call “reverse psychology”. You play “hard to get”. If the person doesn’t chase, you know there’s an objection or problem there.
In a way, it’s similar to the Identification technique. You’re challenging them to either identify with you (or this product/service/etc) or not. So you tell them exactly who this is for, or exactly who this is not for, and you gauge whether they identify with one of the extremes or not.
This technique works through a sort of reverse psychology. You try to exclude the person and gauge whether they accept it or not.
Whenever a friend or colleague says, “Oh, I have this opportunity, but I’m sure you’re not interested in it, it’s not for everyone”, they are using precisely this
Dating instructors would use a technique, back in the day, to get someone to remember you, which would be the accusation angle. Saying something as, “I’m sure you won’t even remember me, you’re probably talking to 300 people today, I’m just another one”
Another example is using the exclusivity angle. “This may not be for you. It’s not for everyone. It’s only for the most exclusive and sophisticated clients”
