E opowerpointblackhatfinal
0 likes392 views
The document provides techniques for persuasive salesmanship, referred to as "black hat" persuasion. It discusses the importance of the persuader's state of mind and physiology. It also presents beliefs that a black hat persuader holds, such as that any objection is an opportunity to make a sale. The document recommends using language and phrases that appeal to the unconscious, such as "trance words", to bypass logical objections. It also presents "agreement frames" as a technique to appear to agree with an objection while actually redirecting the person's thinking. The overall aim is to close the deal through bare-knuckle persuasive methods.
E opowerpointblackhatfinal
- 17. Here’s how agreement frames work: • Them: “It’s just too high a price” • You: “I agree it seems quite high. And that’s because you want the best and won’t settle for anything less. Shall we get that order form ready?.’” • Them: “I’m not satisfied with these numbers.” • You: “I agree it seems that way. And that’s because you haven’t calculated the way I’m going to show you now..let’s have a quick look at it this way instead.”