Why telling someone what to do won't work
Nudge
00:00
Increasing Sales Through Persuasive Communication Techniques
It is more effective to make it feel like it's the customer's idea rather than the seller's. Emphasizing similarity with the customer through phrases like 'if you're like me' can increase liking. By giving customers an escape valve with phrases like 'feel free to say no', their feeling of autonomy is increased, which can help avoid reactance and resistance.
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