Key Takeaways
- Key Takeaway 1: Understand the psychology of disassociation and its potential risks in certain situations, such as test drives or interrogations.
- Key Takeaway 2: Leverage the technique of creating discomfort and asking suggestive questions to influence behavior in sales and other areas of life.
- Key Takeaway 3: Be aware of the ethical implications of using suggestive techniques and use them responsibly to benefit the individual you’re trying to influence.
Imagine you’re on a test drive, the wind in your hair, the open road ahead of you. The salesperson asks, “Is this the type of vehicle you would like to own?” It’s a seemingly innocuous question, but according to car salesperson Jim Miller, it can lead to accidents.
The Psychology of Disassociation
Before asking this question, salespeople use a subtle technique to create a state of discomfort in the potential buyer by comparing their current vehicle unfavorably to the test drive vehicle. This triggers a state of “disassociation,” where the buyer imagines owning the vehicle and momentarily disconnects from their current driving situation. This disconnection can lead to a loss of awareness and rational thinking, increasing the risk of accidents.
The CIA’s Interrogation Technique
The technique is reportedly included in the CIA’s interrogation training guide, suggesting its effectiveness in influencing people’s behavior. By asking the question, the interrogator can create a state of confusion and vulnerability, making the subject more likely to provide information.
A Similar Sales Technique
The author proposes a similar technique for sales professionals:
- Identify and Embellish Need: Ask questions to uncover the buyer’s pain points and visualize their current situation.
- Present Recommendation: Use the buyer’s words to describe your solution.
- Ask for Commitment: Use questions like “How would you use this?” to help the buyer imagine owning and benefiting from your product or service.
Bonus: The Power of Suggestion
The question “Is this the type of vehicle you would like to own?” is a powerful example of the power of suggestion. By planting the idea in the buyer’s mind, the salesperson can influence their decision-making process. This technique can be used in many areas of life, from sales to marketing to personal relationships.
Frequently Asked Questions:
Can this technique be used in other situations?
Yes, the technique of creating discomfort and then asking a suggestive question can be used in many situations, including sales, marketing, and personal relationships.
Is it ethical to use this technique?
The ethics of using this technique are questionable. While it can be effective in influencing people’s behavior, it can also be manipulative. It’s important to use this technique with caution and only when it is in the best interests of the person you are trying to influence.
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