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Early in the sales pitch, commit your counterpart to an uncontroversial factual statement — especially one that by ego, she is disposed to agree with — and which is consistent with the outcome you are trying to achieve. Later, the countepart will have difficulty arriving at an inconsistent conclusion. For example: “do you like fine arts and classical music?” Now, what self-respecting culture vulture would not agree with that? Who would want to come across to that nice young lady (see — “[[liking]]”) as some kind of Philistine? “Why I do.” Your eyes twinkle. “A particular fan of the ''pointillistes''.” But then comes the sucker punch: “Great — so a person of such exquisite taste can hardly refuse the chance acquire some vouchers to buy half-price entry to galleries and classical concerts...”. Your play here is to either climb down and admit to that nice young lady that you ''are'' a Philistine and not only that you were bluffing about it — or you could suck it up and buy the stupid coupon book... | Early in the sales pitch, [[commitment|commit]] your counterpart to an uncontroversial factual statement — especially one that by ego, she is disposed to agree with — and which is consistent with the outcome you are trying to achieve. Later, the countepart will have difficulty arriving at an inconsistent conclusion. For example: “do you like fine arts and classical music?” Now, what self-respecting culture vulture would not agree with that? Who would want to come across to that nice young lady (see — “[[liking]]”) as some kind of Philistine? “Why I do.” Your eyes twinkle. “A particular fan of the ''pointillistes''.” But then comes the sucker punch: “Great — so a person of such exquisite taste can hardly refuse the chance acquire some vouchers to buy half-price entry to galleries and classical concerts...”. Your play here is to either climb down and admit to that nice young lady that you ''are'' a Philistine and not only that you were bluffing about it — or you could suck it up and buy the stupid coupon book... | ||
Latest revision as of 19:29, 22 December 2020
Early in the sales pitch, commit your counterpart to an uncontroversial factual statement — especially one that by ego, she is disposed to agree with — and which is consistent with the outcome you are trying to achieve. Later, the countepart will have difficulty arriving at an inconsistent conclusion. For example: “do you like fine arts and classical music?” Now, what self-respecting culture vulture would not agree with that? Who would want to come across to that nice young lady (see — “liking”) as some kind of Philistine? “Why I do.” Your eyes twinkle. “A particular fan of the pointillistes.” But then comes the sucker punch: “Great — so a person of such exquisite taste can hardly refuse the chance acquire some vouchers to buy half-price entry to galleries and classical concerts...”. Your play here is to either climb down and admit to that nice young lady that you are a Philistine and not only that you were bluffing about it — or you could suck it up and buy the stupid coupon book...