Persuasion: handling techniques in marketing and communication

2011-04-04T10:28:00.000-07:00

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Persuasion vs. manipulation

This article shows you fee techniques of persuasion versus manipulation

techniques. You decide how you name them. From my experience, I know it's a very long discussion on persuasion and manipulation. Some people prefer to consider some NLP techniques as handling. Others find only persuasion and effective communication. It's just a matter of perception.

I do not want to open an endless discussion on persuasion and manipulation. Instead, I'll give you my definition of persuasion. It is very simple. For me, persuasion is on any form of communication or action that fulfils cumulatively; these two conditions meet the criteria speaker and listener more than offer an option to choose from.

If the collocation 'criteria interlocutor' you are not known, I would recommend you read my earlier article Communication and negotiation in business . In this article I speak of human criteria and in addition, you have a simple technique by which you can find.

When you offer two or more options to choose not oblige the other person exactly what you want. If your boss tells you to do the report by tomorrow or I'll kick, does not provide a practical alternative. Thus, from my point of view, manipulate you. Persuasion is to offer freedom of choice and to make intelligent techniques and principles by which to develop long term relationships with people who influence them.

What do you convince?

He did not stop me wonder how many people miss a simple principle, confused or blinded by so many techniques, patterns, tricks, and manipulation or persuasion tricks. Manipulation or persuasion techniques can easily be turned against you.

Maybe you know your audience very well and you are a skilled marketer. Maybe you've read many articles and books on manipulation and persuasion techniques and know how to influence others, starting and ending with his beloved boss.

Let me ask you a question. When using these techniques of manipulation and persuasion, you've asked first which your goal is. What do you get? Before you apply any kind of manipulation and persuasion techniques, you've thought very clearly what is your goal?

Most people have a vague idea of manipulation and persuasion techniques and results. They read somewhere a recipe (more or less relevant in their case), have identified some strong words and language patterns ... and done! Let's use them to see what comes out!

Although I appreciate this approach precisely because it means learning from experience is not always the happiest.

There are times when you really need to realize that when you use these words, patterns, techniques. So, before you continue reading this article, make sure that before applying any manipulation or persuasion techniques, understand very well the context of where you apply and you set clear goals.

The power behind the conscious

Many of the manipulation or persuasion techniques derived from psychology, sociology, hypnosis and, more recently, NLP (Neuro-Linguistic Programming). The most powerful techniques use the power of unconscious manipulation or persuasion.

In NLP word "unconscious" is awarded to all those processes are not conscious. Unconscious means, simply, what is not conscious attention. At a subconscious level there are many processes of thinking, your memories, personality traits, beliefs, values, customs...

Of the many techniques of manipulation and persuasion that there you've chosen to present only two in this article: presuppositions and powerful words. Both are linguistic techniques.

Most people know that they are not used very often in advertising. In fact, they are often used in common language, common. Often manipulate (or manipulated) without realizing it.

Buy now or tomorrow?

Observe carefully the question above, the subtitle. The fact that you buy now or tomorrow does not matter too much. Anyway, buy it. This building is an assumption; it is assumed that you buy. You are offered two possibilities: now and tomorrow. But whatever you choose, you will find practical. Interesting, huh?

Of course this is one obvious example, to understand the idea. Marketers and sellers make professional assumptions used in a much more subtle and very often in combination with other marketing techniques and strong words.

'Mr. X, when you signed the contract, our fixed rate to pay in advance or pay zero money all at once, with a substantial discount! Sounds good offer, right? Sounds, but assumes that you already agree with all terms of the contract (because the offer is conditional upon your signature on the contract). Are you sure you discuss all the terms of the contract?'

'Honey, want to go to the movies or the park?' Whatever you choose, you know I do not see the match with a beer with the boys.

Assumptions deserve a 3-day intensive training that will be dedicated to them. They are very powerful and widely used. When you learn to use them intelligently power to achieve your objectives, it is very difficult to identify the other person, especially if you offer a choice and not manipulate.

Biggest challenge is to identify them. As I said above, many linguistic patterns are simply unconscious ... effectively roll out the conscious filters and go directly into the unconscious mind, where they are processed. My challenge to you is to pay attention on these three days in all marketing messages that enter your mind.

Identify assumptions, as best you can. Even behind the simple statements of assumptions there. Always use assumptions ... some are harmless, others can manipulate a few seconds. Identify them not only advertising but also in communication with the boss, colleagues, family.

Strong words

There are linguistic constructions (phrases and words) which, by their nature, go directly into the unconscious mind. They are built into new and pressing certain buttons when you hear/read. There are many such words and language patterns.

Now I want to give you three of them because they are among my favourites. It is important to know them and identify them in language. Of course, now is the time to have all your attention focused on the well it is very easy for your escape directly into the unconscious, powerful words. Perhaps it's important for you to avoid manipulation. How do you think you can now avoid handling when you cannot identify?

In the above paragraph I used more words almost too strong. We used and assumptions. You can identify now?

NOW - How often and why I used now in the last two paragraphs? The power of now is that it is a command that induces emergency. Now be careful what you say! Now is the time to understand. Buy Now. 'Buy now or tomorrow it is no longer valid offer?'

BECAUSE - I now challenge you to do this experiment. Next time you go shopping or waiting in any queue, to use because. The idea is to take his place in front of you, using just ... words.

Instead of saying, 'could you please, let me pass in front of you, I am in a big hurry!' ... better say 'will you please, let me go in front of you because I am in a rush! “Add just because.

Studies have shown that even in these situations, because it does its job. Statistics show, when you use because you are more likely to convince others unless you don't use this expression.

Or you could play with the mind of the one in front of you and say something like: 'You please, let me pass in front of you now or in a minute because I was rushing and it's important to be polite in society'.

IS IMPORTANT - This expression is a Softener - it is a trick that makes the next command or demand to become more subtle and much less invasive. I offer now a brutal example: Buy Now! Versus it is important to buy now! The second message is much easier to swallow. It is important to understand how these techniques work because they give you a great power of persuasion.

My suggestion is to play a bit with these words and phrases in a small frame: with close friends, family. Just see how far you can go with these words until they become obvious, striking. You have surprises. I invite you to give me feedback and tell me what you discovered.

5 steps to influence with integrity

Even a short and simple article that it can supply enough to manipulate the patterns that (a little). Imagine what you can do when you know all the words powerful and motivational patterns.

I hope you want to influence with integrity ... and not to manipulate. Whatever your decision, it is important to take responsibility for it. You decide.

1. Know what you want - What are your goals? What do you get through these techniques? Who do you sell? How? What kind of conditions?

2. Find out what he wants another - The same questions are valid and your interlocutor. If I meet the criteria and objectives, then talk of persuasion and influence with integrity.

3. Teach your product and his strong and weak points - It is very important to know what you sell: a product, service, a man ... or yourself. Understand the strengths and weaknesses. A very interesting technique of persuasion is to say your product defects. Yes, you read right. Keep integrity.

4. Nicely packed - Use persuasion, sells a nice package. Form and substance (see paragraph 3).

5. Sell as you would have to sell - If you were you the one handle, you might like? If you do not like handling, it is important not to manipulate.

Influencing with integrity and developing long term relationships. Speaking of no coincidence win-win.

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Persuasion: handling techniques in marketing and communication