Living The Good Life 

Persuasion Techniques Part II

Persuasion via Sequential Imperatives

Sequential Imperatives consist of persuasive techniques that depend on requests and persuasive statements being carried out in a rapid sequence. A number of these, in particular FITD/DITF, been the favorite of salesmen.

• Foot In The Door (FITD): Disclose a small offer, take it away, then increase.
• Door In The Face (DITF): Entice a rejection of outrageous offer, then make a "real" offer.
• Bait-and-switch: Great offer that never happens. Favorite of slimey salesmen.
• Low-ball: Make it attractive, then make it real.  Famous in used car lots.
• That's not all (TNA): Add a string of benefits. Proferring 3 strung benefits invite compliance.
• Disrupt-then-reframe (DTR): Break the pattern then reframe the suggestion.
• Fear-then-relief (FTR): Scare the bejeebers out of them then offer a solution.
• Selling the top of the line (TOTL): First promote an outrageously expensive item. Upon resistance, offer something cheap..

Used in the business scenario, these maximum persuasion techniques can easily generate the outcome you want: increasing your bottomline wealth.