The Principles of Persuasion to Get What You Want in Life

Published September 27, 2010 | By Bman

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free on Tuesday at 7pm? I’ve got this interesting investment to show you.” And the answer most often given is “no.” The experienced insurance agent (EIA) however will leverage on the Principle of Scarcity by implying he has a tight schedule, with only certain days and time slot available.

EIA: I can’t meet you on Wednesday, Thursday is also packed. How about Friday at 4pm? I have a 20 minutes slot free then.
Prospect: Wow! Business must be good for you! Okay, let’s meet on Friday at 4pm.

By the way, the Principle of Scarcity also has applications in our personal lives. Do you recall the proverb, “Absence makes the heart grow fonder”? Well, on one occasion, I actually sat down with a sobbing course participant who declares his undying devotion and willingness to do “anything” for his wife who has just walked out on him

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