How sellers manipulate our brains. part 2


You need shoes, Dick has them, and you exchange your hard earned green papers for these shoes. However, in real life, Dick is a clever and greedy bastard. That would be

Translation for Mixstuff – Igor Abramov

In theory, everything looks very simple: you need a shoe, Dick has, and you exchange your green papers hard-earned for this very shoe. However, in real life, Dick is a clever and greedy bastard. He will use all kinds of tricks and sophisticated manipulations so that you can buy shoes that you do not need at all, or you have to pay more than that. These are some tricks. Be careful, because it is said: he who is warned is armed.

  1. Fear-then-relief strategy, dishonest but effective.

As a rule, it looks something like this: “It sounds like it says your credit rating is too low … Oh, sorry, it’s not just a single file.” The essence of this disgusting method of manipulation is as follows: Someone tells you information that can cause fear or anxiety, just to reassure immediately. After such rapid change for several minutes, you remain more trustworthy and sociable.

  1. There are people who favor your personality.

Each customer is unique. A good seller takes this into consideration and changes the style of sales according to the characteristics of the “commodity”. In other words, he plays (or tries to play) the role of a person who will inspire confidence and empathy between you personally.

  1. Fast and confident speech creates confusion of ability.

There are scientifically-based reasons behind the prevailing conservatism of a talkative salesman who does not stop his quick monologue for an instant. The fact that for most of us sharp and confident speech is associated with the image of a person who knows what he is talking about and is, therefore, trustworthy.

  1. Words of gratitude push us towards generosity for the smallest help

“We would be grateful for any donations for a good cause. Your every ruble is important to us. “When we hear something like this, we are ready to respond to requests.

  1. Do Sellers Read Our Minds?

“Yes, I understand, now you think the price is a bit big …” Telepathy? Of course not. The seller doesn’t know what you’re thinking about, and most likely he doesn’t care at all. But he can understand something by your facial expression and other signs. If it is strange for you to suggest, then it is possible that such a method will give it success.

  1. A rush of love and appreciation easily breaks into the brain

Ah, do we sometimes hear serious and warm compliments from vendors, waiters and sales agents! How deep was his voice! With this type of sauce, any person can also make “vparivat” an absolutely useless thing.

  1. way BYAF (election is yours)

“Would you agree to participate in our survey? Of course, you can refuse. The essence of the reception is that your right to refuse a product or service is emphasized. As practice shows, this greatly increases the probability of positive feedback.

  1. The layout of the store is designed so that you spend as much as possible

The grocery store is designed so that you have to go through the shelves as much as possible to find the goods for which the goods actually came from. Thus, you are inevitably pushed for unplanned purchases.

  1. Confusion of solidarity as a means of nervous vigilance

“This is a very profitable option for people like us.” Hearing something similar from the seller, you are full of confidence, and it is not surprising – after all, you are somehow being accepted into an elite club. In general, the use of terms such as “we”, “we are with you” and has shown high efficiency as a tool to open the wallet.

  1. A small deviation from the rules of ideal terminology is only beneficial …

Psychologists have long found that a favorable and confidential communication style is characterized by the use of swear words and expressions, most certainly within a certain range. The efficient use of this technique allows the seller to instill a sense of closeness in the buyer and increase the degree of trust, and is already half a success.

  1. Foot-in-door effect (foot) In The door)

“Are you ready to sign this petition?”

– There is no problem.

– So you can agree to donate $ 10?

“Hmm… okay then, okay.” Here, take it.

This technique is also widely used to increase purchase volume. A person who answers “yes” to the first simple question does not realize that it will now be more difficult for him to answer the next “no”. As we say, a claw is cut off – the entire bird a ditch.

  1. Fear is the strongest motivating factor.

“Are you ready to take the risk and lose everything to save a couple of dollars?” Often, sellers tell you how much you can lose by refusing to buy, rather than portraying all the charm of a particular product. Creating a sense of danger is definitely one of the most effective ways to open your wallet.

  1. Recognizable brand easily gives common sense to customers

A branded carbonated drink is tastier than any cheap counterpart – even if you know for sure that they are similar in composition. The fact is that the brain not only works according to the rules of logic. Suggestion and self-hypnosis are capable of miracles of actually working.


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