NLP Dark Psychology: How to Analyze People, Spot Covert Emotional Manipulation, Detect Deception and Defend Yourself from Toxic People Making Use of NLP and Dark Psychology. by Barret Goleman

Author:Barret Goleman [Goleman, Barret]
Language: eng
Format: azw3
Published: 2020-08-08T16:00:00+00:00

Agreement Structures, How To Agree With Everyone While Continuing To Maintain Your Opinion

​ When “No” Means “Yes”

Have you ever rented a car and been adamant that you didn’t want insurance, but somehow walked out with it anyway? Have you wondered how they got you to believe that you needed something that you didn’t want in the first place? There is a sort of power and control within the resounding no.

The rental agent already knows that you are going to walk in telling them what you want and don’t want. Most people do not want the extra insurance because they have their own insurance and feel like paying extra for more insurance isn’t worth it, especially when you probably aren’t going to need it. The resounding “no” is so common that it is something salespeople don’t even pay attention to anymore. It is an instant reaction that is driven by the fear of getting swindled into doing something that you do not want. So, you walk in already with your mind made up.

However, the rental agent found a way to get you to buy the product still. Think about it, before they even work on your contract, they go outside and walk you around the cars. During this time, they ask you questions about your trip, what you need it for, and then they start telling you about the amenities of the car – that they carry car seats, and they sell you the coverage based on what appeals to you through the conversation you had. You felt like you had a great conversation with the salesperson, but in reality, they were using the time to prey on you because they know what you will need on this trip you are taking and how what they have to offer will alleviate your stress and/or solve your problem.

When changing your audiences’ answer from no to yes, it is about understanding how they make decisions, what appeals to them - by testing the waters – how they remember things, and how they look into the future. Most of the time, people remember important dramatic experiences that turn out badly. The rental agent might ask you if you have car insurance and you tell them that you have what the law requires because you own your car.

This is when they realize that they want to protect their car, but they also want to make you think that they are protecting you from having to pay tons of money out of your pocket. So, they will tell you that they have rental coverage that covers the car bumper to bumper. It is only $11-$14 a day depending on the car size, and there is no deductible. If anything happens to the car, it will be covered, and you will just walk away without paying a dime. This might sound appealing to the customer, but they still feel like they don’t need it. So, they tell the rental agent not again.

This is when the agent moves to a story to sway the customer.

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