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Obstacles and Testing

Simply testing the person or placing obstacles in their path serves to prime them, as it’s additional effort they must do and something additional they must overcome.

The Persuasion Psychology Behind the Technique

When you test a person, either they will make an effort to pass the test or not. Those that do make that effort are even more qualified, because you now know they will put in additional effort when they need to.

You leverage this technique by simply placing one or more obstacles in the person’s path and gauging how they react.

Usage

Sub-Techniques
(7 in Total)

Examples

Challenging the "yes"

A technique that is also adverse transparency. Forcing the person to stop and think, even if you risk losing them. The ones that still say are even more qualified

Intentional mistakes

Typos or intentional mistakes are a great testing tool, because they force the person to put more attention into the text than if it were well-written. The same principle behind hard to read fonts

Unexpected obstacles

Unexpected rigidity is a great type. “Oh, I forgot to mention, but we’re not available today. You have to apply to book time with us tomorrow. Is this still OK with you?”

Use Cases For the Four Quadrants

Key Takeaways
(2 Total)

How to Stack This Technique