A consistency trap is the act of making a person state something, usually in the first person, and then forcing them to act in accordance to what they stated. To a degree, they will already act in accordance to it. This is due to the principle of consistency. We are likely to continue doing what we already do, […]
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Accelerating
Accelerating is one of the Four Ways to deal with emotional objections. It consists of agreeing with the person’s objection and then amplifying it until it becomes ridiculous, and asking the person to agree with it (or justifying themselves). “Maybe I should buy this product”; “Maybe you should. Maybe every one should change their mind. Maybe nobody […]
Reshaping
Reshaping is one of the Four Ways to handle emotional objetions, and it consists of reducing a specific objection to a more generic principle, which is easier to deal with. “The price is too high”; “Of course. If you pay a high price without obtaining results in return, that’s a bad experience, right?”; “Sure, exactly”; “So, […]
Flipping
Flipping is one of the Four Ways to handle emotional objections, and it consists of, as the name says, flipping an objection on the person. The simple version is, when the person asks, “Can you do [ABC]?”, you ask them, “Is it OK if I don’t do [ABC]?”, or “Will you do [ABC] instead of me?”. Underlying […]
UP Answers
UP answers are my proprietary technique to deal with logical objections, which serve to state logical facts in an optimized format. The two key elements used are: Uncertainty. A type of adverse transparency; Being honest and humble versus too egotistical; Potential. Mentioning the potential before you do the track record; It works by anchoring the person […]
Manipulating Emotion
When objections are emotional, there are usually two key techniques you can use to address them: Removing a person’s negative emotions Usually done using empathy (the “empathetic ramp-down”); Building more desire in the person Usually done through the hero’s journey format previously explored; These two techniques usually work very well for the two D.i.S.C. emotional types (the Passionate […]
Plowing
Plowing is merely the act of persisting relentlessly in terms of persuasion. It’s pure persistence, almost in a stubborn, or even delusional manner. An example can include: “I’m not sure the product fits my needs”; “Why wouldn’t it? What are your needs?”; “Well, I’m not sure it works for my type of person”; “I’m sure […]
Social Identity Contradictions
Social identity contradictions, also known as reverse social proof or negative social proof are a way to decrease the value of an option/cut off that option by using social proof against it. Or in short, telling the person that “most people don’t do this”. Underlying Psychology/Biases This technique works in the opposite way that social proof does. While […]
Value Identity Contradictions
Value identity contradictions are all about taking an action or option the person has that you don’t want them to choose, and them making it seem like that action goes against their identity. The canonical example is someone telling a friend, “What are you doing? This isn’t like you”. For example, if someone doesn’t want to […]
The Possibility Shuffle
The Possibility Shuffle is a technique for weakening an objection. When a person has a specific option they’re convinced of, for example, “Your product is not good”, you simply insert other plausible options to confuse the person. Now, instead of one viable option, they have several, and the original one loses its value. You simply ask a question […]
Implementation Intention
Implementation intention is a persuasion principle that defends that, when a person is forced to think about how they would implement something, they are more likely to do it, as the mental effort necessary to do it is reduced. Therefore the name. The person must think as if they have the intention of implementing this; In short, […]
Preemptive Labeling
Our goal with this technique is to preempt the objections that the other side will have before they do, which takes away their weapons. Underlying Psychology/Biases By simply stating the problems that someone would raise before they do and addressing them beforehand, the intensity of them will be limited. You will disarm most of their objections. It also […]
Starting with the Negative
Starting with the negative is nothing more than asking every possible question in its negative form rather than the positive one. “Is this a bad time to talk?”, versus, “Is it a good time to talk?”; “Does this proposal sound ridiculous?”, versus “Does this proposal sound good?”; Underlying Psychology/Biases This technique works due to the […]
Anchoring
Anchoring (also known as the primacy effect) is simply the effect that dictates that a person will use the first impression of something as the filter for every subsequent interaction. Underlying Psychology/Biases Sub-Techniques Anchoring itself can be used as tool to make yourself look better or change your positioning You anchor the person with the initial impression you want to […]
Exclusion Confirmation
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 […]
Adverse Transparency
In persuasion, adverse transparency is the act of being transparent about things that are not good for you, and that you didn’t need to share. Choosing to share them anyway communicates honesty and authority. It can be used for two different purposes: To increase honesty and authority at the framing stage (to show you’re trustworthy, a trusted […]
Diagnostic/Diagnosing
Performing a diagnostic or diagnosing is the act of asking your target or prospect questions in order to know more about their needs. This allows your recommendation, at the end of it, to seem more tailored (whether it actually is or not); The key here is that the tailored recommendation will be authentic. Sometimes, the recommendation will not be what you’re […]
Disarmament
The Disarmament module of the Ultimate Persuasion Psychology framework is simply focused on dealing with objections. Disarmament Module The Disarmament module in specific consists of three families of techniques, which are the three stages of dealing with objections: Provoking Uncovering objections the other side may have that they’re not telling you; Techniques: exclusion confirmation, negative anchoring, […]