How it's structured:
- Firstly, you should offer the interlocutor interesting and non-trivial ideas.
- Secondly, the richness of thoughts of the conduits should touch upon the person's values and meet their needs.
- Thirdly, it's enough to confirm three times, and the fourth statement will a priori be positive.
- Fourthly, the mind has a tendency to generalize; if the first three statements are evaluated positively, the subsequent statements will be assessed less critically.
1st Yes: a statement everyone is ready to agree with, and probably you too (scientifically proven).
2nd Yes: a linking word + a statement one wants to agree with.
3rd Yes: it follows that... (the main idea to which the reader was to be led).
4th Yes: a linking word, a choice without choice.
Another vivid example is IKEA
, which advertises only cheap items, considering their wide price policy. The advertisement is based on the mind's tendency to generalize and its inertia. A person sees the first advertisement – a cup for $2. Thinks to himself, 'Hmm, cheap.' Then comes the second advertisement, some irrelevant aromatic candle, even cheaper. 'Wow, they really are cheap,' he notes to himself. And then the third advertisement – a towel for next to nothing. This way, a person forms the impression that everything in this company is cheap and will undoubtedly choose this place to buy furniture.
Now let's talk about the linking words, which connect the tri-fold agreement. Guide-ideas accompanied by expert opinions are also used to lull the consciousness. For example: 'it's already obvious to you,' 'no one doubts that...' 'it has become commonly known,' 'scientists agree in opinion.'Quoting
- Quoting is often used to emphasize the importance of the words spoken, or in cases when:
- A direct answer could cause a controversial situation.
- The answer would be delicate, or giving a direct answer might be quite challenging.
If the answer from your mouth would sound inappropriate, for example, because you are too young.
And it looks like this:
For instance, you tell a client: 'We have one client who always buys this product, and he once told us: "I know that your quality is guaranteed."'
- This creates an impression in the person's mind that society speaks well of this company, even if this comment came from the company itself.
Considering the described techniques, you can significantly increase your impact on the audience. Using triple repetition, the 'NOT' particle, alternating positive and negative, logical justification, sequential 'Yes,' and quoting others – all these tools can make your text attractive and persuasive.