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Consistency Trap

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, […]

Identity Labeling

Identity labeling works by planting a trait in the person that is useful to you and that can be used against them later. Examples include: “You look like the type of person that invests in products like these”; “You look like you heavily invest in your education”; “You look like the type of person that recognizes […]

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 […]

Money

Money is arguably the best qualifier. Regardless of effort, or statements, or others, the person being willing to pay is the most powerful manifestation of interest and value. It can be used when someone buys your product or service – which is the end goal in a sales situation – but it’s not the only method. Money […]

The Code of Conduct

The code of conduct is not so much a principle by itself, but a powerful cocktail of persuasion principles that qualifies the person. It simultaneously achieves: Rigidity (they are doing the specific things you want); Indoctrination (they are using your wording and terminology); Intent labeling (they are making clear what they will do); The home advantage (they […]

Escalation of Commitment

Escalation of commitment (also known in persuasion as the “foot in the door” technique, or a “consistency trap”, or a “compliance ladder”) consists of asking something small so that you can start asking more and bigger things afterwards. There are two main persuasion techniques, and this is one of them: The “door in the face” technique, which is the […]

Indoctrination

Indoctrination is the process of sharing your view of the world with the person. It can be about ideals, specific techniques, processes or other, as long as they are viewing the world through the same lens as you. Examples can include: Getting someone to read your 3-step process and memorize the 3 steps; Having a 5-principle […]

Obstacles & 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. Underlying Psychology/Biases 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 […]

Initiative

Priming someone based on initiative simply means making the person do something to become closer to you (or your offering). This will make them like it more just because they took action. The more the person invests in taking that action, the more qualified they will be; Underlying Psychology/Biases This works due to the principle of consistency. Because the […]

The Home Advantage

The home advantage is simply the effect caused on you and other party when you are meeting on your home terrain. It’s usually known from sports, but applies to many areas. It can be both explicit or subtle (you can ask a person to book a call on your calendar casually, or you can look them in the […]

Rigidity

Rigidity is a priming technique that consists of forcing the person do things a certain way. It. can include: Forcing a person to apply using a form; Forcing a person to book using your calendar; Forcing a person to submit a document according to specific guidelines; … Underlying Psychology/Biases Rigidity works due to two main reasons: The […]

Situational Changes

Many people already have power over the other person just due to situational cues. A manager with their team, a professor in a classroom, and so on. There are two things to take into account: Neutralizing someone’s advantage when they have one; Gaining your own advantage when you can; Underlying Psychology/Biases Situational power occurs when a person has […]

Mood and Physiology

There are multiple techniques that can prime a person using their mood and physiology. There are three usual manifestations: Changing their physiology The person can be more easily persuaded when tired, distracted and/or caffeinated; Changing their mood Showing them a specific mood places them in that mood as well; E.g., showing someone investing in themselves before asking the […]

Characteristics

Priming someone based on their characteristics is all about making them prove they have them. It’s a type of qualification, where you’re qualifying the person based on their actual traits. Underlying Psychology/Biases The goal is, as with many characteristics, make the person prove themselves. In this case, you’re doing it based on their traits. The people that […]

Desire

Building desire is one of the main ways to prime or qualify someone without actually needing to change anything in your offering. The more the person desires your product or offering, the more they will be qualified. It can also be used to weaken objections (because usually, objections are a sign of lack of certainty or desire. […]

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 […]

Priming

Priming is one of the modules of the Ultimate Persuasion Psychology framework, focusing on qualifying your influence targets. Both filtering those that are not attractive, and improving the quality of those that remain. Priming Module The Priming module in specific consists of four families of techniques, focused on qualifying and filtering your targets: Target Changes Changing something in […]