The second in a series on resistance and persuasion. Getting customers to buy without having to use pressure by reducing the resistance they experience.
Eliminating Buyer Resistance Part 2 – Reactance - PersuasionTheory.com
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From http://persuasiontheory.com 4637 days ago
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Comments
4637 days ago
Some commissioned salesmen in music stores in the '80's (before the web killed local music stores) used to do the 'buddy-buddy' bit - acting like they're your new-found friend from the get-go. It was transparent enough that I overheard a musician/customer in a guitar repair shop mention a particular store as "Yeah, the place where the salesman acts like your best buddy" - and everyone in the room knew which store he meant.
Duncan