The Best List of Manipulative Sales Techniques

The definitive book on manipulative techniques is "Influence: The Psychology of Persuasion" by Robert B. Cialdini. It is a very good read.

If you have a psychological need for power and control, this book will probably turn you on and feed your neurosis. If you have a healthy ego, you will probably do everything you can to learn how to sell without manipulation.

Cialdini seems to advocate the latter. However, that might be my own biased opinion.

These are covered in Robert B. Cialdini's book:

Reciprocation
Commitment and Consistency
Social Proof
Liking
Authority
Scarcity

I think a discussion on how to apply these rules in every day sales would be interesting.

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Originally Posted by AZBroker

I think a discussion on how to apply these rules in every day sales would be interesting.

Limited offers like a 2-day sale utilize the scarcity principle. No manipulation, just an opportunity with a deadline.

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Originally Posted by WobblyBox

Limited offers like a 2-day sale utilize the scarcity principle. No manipulation, just an opportunity with a deadline.

What would you do if the prospect did not accept your 2-day sale, but came back a week later and wanted to buy the same deal then?

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Originally Posted by JacquesWerth

What would you do if the prospect did not accept your 2-day sale, but came back a week later and wanted to buy the same deal then?

No deal. You snooze you lose.

Quote:

Originally Posted by WobblyBox

No deal. You snooze you lose.

Even if it was the next day?

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Originally Posted by Calvin

Even if it was the next day?

If you set an expiration date for a promotion, you have to stick to it. We always had price increases at the start of the year. If somebody buys at 11;59 on the 31st, they get the '06 price. Any time after that, they get the '07 price. If you start moving a line you've set, you lose crediblity.

Susan

Quote:

Originally Posted by Agent Smith

Nope. That's just good business... ask any car/truck salesmanager.

IMO, the TO sales system used in auto dealerships is a manipulative sales technique.

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Originally Posted by Liberty

IMO, the TO sales system used in auto dealerships is a manipulative sales technique.

Yes, the "Take Over" is a very manipulative sales tactic.

As you may recall, I used to own a car dealership. Two of the first things I did was get rid of the TO, and greatly modify the Up system. And, our dealership's profits increased almost immediately.

It is unfortunate for car dealers and their customers that most dealers haven't changed their selling tactics since the 1960s. Lately, some dealers and one car manufacturer (Saturn) have been introducing more modern selling systems - with excellent results.

Quote:

Originally Posted by susana

If you set an expiration date for a promotion, you have to stick to it. We always had price increases at the start of the year. If somebody buys at 11;59 on the 31st, they get the '06 price. Any time after that, they get the '07 price. If you start moving a line you've set, you lose crediblity.

Susan

But in many cases it is possible to lose credibility by setting expiration dates for no other reason than to create a sense of urgency.

Of course there are legitimate reasons, i.e. pending cost increases, time limits imposed by third party authorizers, etc.

As a buyer, if I can't detect a justifiable reason for a a limited time offer, I might very well choose not to do business at all with the that seller.

The Best List of Manipulative Sales Techniques

Persuasion and Influence Forum