BU Y BU Y BU Y
last
chance to buy!
THE ART OF PERSUASION
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BUY
Say yes!
buy!
sale
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offer
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the art of
Persuasion The science behind persuasion & Implementing persuasion
the science behind Persuasion
1
2
3
4
who are you
pre-framing
Embedded commands
Small Acts of
persuading?
a situation
& down swings
Persuasion
What type of customer are you talking to? Research suggests that you should treat different types of customers differently. This section finds out why, and identifies what categories customers fall into. It also explores how to use this information when actively persuading someone.
Your best friend tells you that a certain stranger at a party is a complete liar and always exaggerates everything, and not to believe anything he says. The stranger approaches you and tells you he is a world champion pool player. Do you believe him? No. Because your friend “Pre-Framed� him as a lyer. Now everything he said was being filtered through the frame of a liar, thus changing what was ultimately communicated.
How surprised would you be to learn that the subtle way salesmen phrase their sales pitches encourages you to buy their products?
How often do you use persuasion? The smallest acts of persuasion were documented in a daily diary, revealing how often we use persuasion in our day to day conversations.
5
6
7
PERSUADE SOMEONE
persuade someone
PERSUADE SOMEONE
TO BUY MEAT
to BUY a PHONE
ON THE STREET
A meat salesman reveals his sales tactics during a phone interview. Do you think with your heart or with your head?
How do you persuade someone to buy a phone? An interview with an ex mobile phone company employee reveals strategic tactics for how to ensure a sale. Watch out.
A series of interviews with charity workers and ‘The Big Issue’ sellers reveal how they use different types of persuasion to get people’s attention.
implementing Persuasion
SELL
SMA
RT
SELL HAS GOT
NO
TO DO WITH THE P
BUT EVERYTHING T
SALES TEC
LING
OTHING
PRODUCT ITSELF,
TO DO WITH THE
CHNIQUE.
THE ART OF PERSUASION
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SELL
SMA
RT
WHO ARE YOU TRYING TO PERSUADE? Research suggest that companies should treat different types of customers differently. This is because in order to persuade someone effectively you must identify who you are talking to and how they like to be treated. This section identifies what categories consumers fall into and how to use this information when persuading someone.
How can companies tell which customers fall into which category? Customers typically fall into two general categories: The utilitarian consumer is all about facts and figures. They are balanced, unemotional, rational, and will evaluate the situation from a pragmatic point of view. They will often ask for compensation for time wasted and discomfort caused by a failure.
NO1
customer
Utilitarian value is described as fulfilling a task and relates to the functions of a product, as well as its performance. The selection of a product is efficient and instrumental, and based on logical reasoning regarding the available product information. Solomon et al describes the satisfaction of utilitarian needs as emphasising the objective and tangibles. Utilitarian function is related to the basics of reward or punishment, meaning the attitude towards if it will be pleasurable or painful. Olsen and Skallerud study results showed that utilitarian shopping value is positively linked to the physical aspects and product assortment that is driven by a sense of accomplishment, a goal to obtain sought-after goods, of the shopping trip. Utilitarian goods are ones whose consumption is more cognitively driven, instrumental, and goal oriented and accomplishes a functional or practical task. Utilitarian goods are primarily instrumental and functional (microwaves, minivans, personal computers, etc.)
2+2
E = mc 2
THE UTILITARIAN CUSTOMER NO FUSS NO CHEESE NONE OF THAT FANCY STUFF
1/4
PRACTICAL THE ART OF PERSUASION
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SELL
SMA
RT
WHO ARE YOU TRYING TO PERSUADE? Research suggests that companies should treat different types of customers differently. This is because in order to persuade someone effectively you must identify who you are talking to and how they like to be treated. This section identifies what categories consumers fall into and how to use this information when persuading someone.
How can companies tell which customers fall into which category? Customers typically fall into two general categories: We define hedonic goods as those whose consumption is primarily characterised by an affective and sensory experience of aesthetic or sensual pleasure, fantasy, and fun. Hedonic value is described to reflect the emotional value of the shopping, and relates to the senses involved in using the product. Hedonic value is subjective and personal and results from feelings, fantasies and playing.
NO2 customer
Professors of Marketing and Business, Hirschman and Holbrook define hedonic consumption as; “Those facets of consumer behaviour that relate to the multisensory, fantasy and emotive aspects of product usage experience�. Broadly speaking, hedonic goods provide more experiential consumption, such as fun, pleasure, and excitement (designer clothes, sports cars, luxury watches, etc.)
THE HEDONIC CUSTOMER LURED EASILY UNLEASH CHEESIE TACTICS SELL A LIFESTYLE NOT A PRODUCT
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SELL
SMA
RT
HOW CAN WE
USE THIS
INFORMATION? Once the consumer’s preferences have been identified, it is simple to implement persuasion during a sale.
Simply by using language. Consumers more often comply with assertive language in the context of hedonic products. In contrast, non-assertive language is more persuasive in the context of utilitarian products. In an examination of actual existing slogans, the authors find that while for utilitarian products like banking, diapers or real estate, about 8% of the slogans are assertive, a dramatic 24% of slogans for hedonic products, like ice-cream, designer jeans or beer, are assertively phrased. Hedonic products generally put people in a good mood and researchers have found that when people are in a good mood they tend to use and expect more direct and assertive language. When we hear language that fits our communication expectations, it sounds more convincing. When thinking of utilitarian products, such as a bank account, no positive mood is detected, and the traditional polite, and gentle approach is much better received.
by Recognising moods
“You must try our chocolate!” when persuading hedonic customers *Use ‘assertive’ langUage*
“You could open a bank account with us” when persuading utilitarian customers *Use ‘non – assertive’ langUage*
THE ART OF PERSUASION
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“Excuse me, THIS IS GONNA SOUND
CRAZY
by your delivery of speech
BUT...”
PRE
PER
SUA
DE
HOW DO YOU
Pre – FRAME A SITUATION? Pre – Frame: (Verb) 1. Predispose them or persuade them in advance to see things your way Pre–Framing is all about ‘planting the seed’ in your delivery of speech. Effective persuasion needs consistency, repetition and timing to properly cement the idea. Here’s an example of effective pre–framing: Your best friend tells you that a certain stranger at a party is a complete liar and always exaggerates everything, and not to believe anything he says. The stranger approaches you and tells you he is a world champion pool player. Do you believe him? No. Because your friend “Pre-Framed” him as a liar. Now everything he said was being filtered through the frame of a liar, thus changing what was ultimately communicated. These tactics are often used when selling. An ex salesman at a well known electrical store shared his pre–framing tactics during an interview: Salesman:
“O.K, so a good way of planting a seed in selling electronics is when you first greet somebody, I always used to say ‘Hi there, do you like a good quality picture?’ and then they would obviously say ‘yes’, because no one is going to say no to that. No one is going to say I like a bad picture. So, I’d then move them through what we’ve got to offer them; what good TVs’ there are and what we’ve got, and I’d constantly refer back and use the phrase THE ART OF PERSUASION
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‘Good picture, good picture, good picture’ like at particular times. So, if I was showing them one of our more expensive TVs I would say ‘This has got a really good picture. It’s got the best picture’ Obviously it’s more expensive, which means they’re going to have to spend a lot more, but those phrases resonate with a lot of people. If we do get past negotiation stage and they’re kind of like ‘yeah I want to go for this particular TV’ you then sit them down and the way we used to make the majority of our money was by selling cables. So, I would then go back to saying ‘You really like a good picture. You’d like the best picture. The T.V that you’ve chosen is best one’ So, ‘here’s a choice of cables’ and I would then emphasise what was the best cable there and at that point obviously they were so used to hearing the word ‘best’ and wanting the best they would then go for the best, and end up spending a load of money, and that would be that really. Another good way of ‘planting the seed’ in your delivery is by giving them the idea that your number one concern is them, and what they think. So, you get them to negotiation stage, and you say ‘Look I’m not really about pressure, I don’t really work well under pressure myself, so look I’ll give you a few seconds and let you guys deliberate and let you guys figure out what you want.’ But by that point I’ve spoken to them so positively about this T.V and hyped it up to be such a good deal that they are then convinced that they would be silly not to go for it. So then they still think that they’ve come up with the idea of buying the TV on their own. However, they have been sub–consciously listening to me ramble on about how amazing this is and what a great deal this is, and how no one else would ever get this deal, so, they actually didn’t make up their own mind.”
PRE
PER
SUA
DE
“But by that point
I’ve spoken to them
so positively about this TV and
hyped it up to be such
a good deal
that they are then convinced that they
would be silly
not to go for it”
THE ART OF PERSUASION
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CON
be
FIDE
NT
EMBEDDED
COMMANDS & DOWN SWINGS So how surprised would you be to learn that the subtle way salesmen phrase their sales pitches encourages you to buy their products? It has to do with the functioning of the mind – those parts we label for convenience as the conscious and unconscious minds. Embedded commands are patterns of language that bypass conscious reasoning and speak directly to the sub–conscious mind. Embedded commands influence people at the sub–conscious level. This allows you to direct people to take specific actions. They will also have specific thoughts and will generally do whatever it is you want them to do. The sub–conscious is in a constant search for patterns. One command is not a pattern. You have to bombard your customer with command after command after command. Your brain is always analyzing what’s going on around you. It’s trying to find similar things from your past and trying to line them up. The sub–conscious mind has stored millions and millions of conversations with other human beings. These conversations have become so routine, that the mind has virtually fallen asleep. Your sub–conscious mind runs on auto pilot. It’s accustomed to remembering or responding to stuff day after day. Remember, the older you get, the more you think, “auto pilot heard this before.” When using embedded commands correctly, you create unusual patterns of language that force the sub–conscious mind to wake up and pay attention.
LANGUAGE PATTERNS
Well what’s the result? The sub–conscious has received a direct and specific command that it feels compelled to act on. What does this mean to you?
LISTEN L N TO T ME E THE ART OF PERSUASION
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CON
be
FIDE
Let me explain.
NT
When you are in a normal, everyday conversation with investors, banks, and customers, you can influence them to sell this house, sign the deed, sign the contract, accept this offer, or whatever it is else you want them to do with absolutely no resistance. How is there no resistance? Remember embedded commands bypass conscious reasoning and speak directly to the sub–conscious level. Now, they simply begin to get it in their minds that they should do whatever it is you want them to do. Embedded commands are one to four word groups that order you to do something, and they make sense on their own. Commands are like time bombs. When you use a command, you don’t instantly see a reaction. When you say a command, you plant it in the sub–conscious mind, and it begins to grow into an action. Commands only work in massive quantities. Remember, the sub–conscious is looking for patterns. And one or two commands are not a pattern. Examples of powerful embedded commands by an Estate Agent: Lets look at a few of these sentences that I wrote down. The first thing I say to homeowners when I get to their house is: “Usually my customers *do as I say*. Shall we *begin*?” Now, what’s funny is to see their reaction to that. They always, 100% of the time say “Okay!” and start working with you. Now, as you’re walking from the front door, to the kitchen table, or into the living room, in their minds they’re thinking: “Did he just say I had to do what he said?” It’s very, very powerful language patterns. Another one: “If you don’t practice this daily, you will bumble and stumble when it comes time for your presentation. Don’t you agree? If you don’t (down-swing) *practice these embedded commands daily*, you will bumble and stumble when it comes time for your presentation. (down-swing) Don’t you agree?” Now, we didn’t say: (up-swing) “Don’t you agree?” We said, (down-swing) “Don’t you agree?” We pulled down on the “agree.” It sounds more commanding. You’re basically telling them what the answer is: “Yes, you do agree.” *Practice this daily* is the embedded command. Let’s look at another one: “You should work with me, so I can help you get what you want.” *Work with me* is the command. Another one: “You must take notes while I’m speaking. You will learn so much more. Shall we do that now?” *Take notes* is the embedded command.
Examples of Embedded Commands:
Work with me Accept less Sign the contract Do as I say Trust me Accept this offer Decide now Convince yourself Act now Take Action Listen to me Come to my office Believe me Take notes Feel motivated Extend the agreement Sign this now
THE ART OF PERSUASION
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CON
be
FIDE
NT
PAUSING BEFORE *ON THE COMMAND*
GOING LOUDER ON *ON THE COMMAND*
DOWN SWINGING ON *ON THE COMMAND*
PAUSING AFTER *ON THE COMMAND*
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VIG
be
ILAN
T
SMALL ACTS OF PERSUASION How often do you use persuasion? The smallest acts of persuasion were documented in a daily diary, revealing how often we use persuasion in our day to day conversations.
“Would you mind doing me a favour! I left my charger at uni and was wondering if you didn’t mind taking it with you when you go home?” “Could you guys come look at this? Honestly it will only take five minutes” “Can you make me a cup of tea? Actually can I have a hot chocolate?!” “Would you mind if you took me home too?” “Can you send the email to me?” “I was wondering if you would fancy helping me out with a small bit of audio? It would probably take max about twenty minutes of your time, but I think you would be perfect.” “Oh my god what are you doing next Saturday? Can you model for me? I can get you free transport and there is alcohol there all day” “Do you wanna get it?” “Oh come on, please... for me?” “Before you put your hands in the washing up bowl could you pass me a jive bar out of my cupboard?” persuasion is everywhere
“Can you come down with me, please” “Is it time to open the cake yet...”
Today
“Come with me... We don’t even have to drink I don’t even want to! ...But the music will be so good”
14:46
14:47
Write a reply...
THE ART OF PERSUASION
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COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT COME OUT
oh come on
please – just for me
THE ART OF PERSUASION
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SELL
SMA
RT
HOW DO YOU
SELL MEAT?
How do you persuade someone to buy meat? An interview with a meat salesman reveals strategic tactics for how to ensure a sale.
SALESMAN:
“So, meat is quite an ethical issue, at the moment with things like horse meat in burgers and all that kind of thing. ‘So, the tactic I use doesn’t work a 100% of the time but what works a lot on people is by pulling on their moral heart strings.’ By saying stuff like firstly I’ll say about us being such a small company, the fact that we’re focused at delivering great customer experience, we know each of our cows and each of our animals by name and that we work with them closely, all that kind of stuff, build a nice country, bumpkiny kind of vibe, we’re all down in Devonshire and all that kind of stuff. Then I’ll say ‘so do you use a butcher’ ‘No, we don’t go to a butcher we buy from Tesco’ ‘O.K, so you shop for convenience, which is fair enough we’re all about convenience, but have you thought about the kind of meat your consuming? And the kind of pollutants that’s in it like how a lot of products that get into supermarkets have been on steroids and bleached and all of the kind of gory stuff’ and they’ll go ‘yeah I do but I try not to think about it’ and then I then say ‘Well that’s fair enough, but do you put a price on health?’
by PLAYING WITH THEIR MORAL HEART STRINGS
and then they’ll go ‘not really no’ and then you’ll go ‘okay well eating bad meats have been proven to be cancerous and be bad for you’ and all this kind of stuff. ‘We do 100% organic meat, we do full grass fed, and like I said we can name each of the cows that you’re eating.’
tell them to EAT HEALTHIER EAT CLEANER HAVE MORALS
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SELL
SMA
RT
You kind of judge it by customer as well, so if you’ve got a hard nosed individual then you know you can’t get away with saying stuff like oh you know ‘It’s immoral for you to buy meat from Sainsbury, or buy meat from Tesco, do you know how unhealthy that is?’ At that point if you have a hard nosed customer you kind of take the tactic of superiority, you then say stuff like “this is the BEST meat, this is the meat that’s won forty awards, we’ve won taste of the west gold award now like six times running for our beef and our chicken and all of our poultry and things like that, and it’s all about just thinking on your feet because not one ploy will work for everyone So it’s all about differentiating between Hedonic and Utilitarian customers.”
“THIS IS THE
BEST
MEAT” THE ART OF PERSUASION
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SELL
SMA
RT
DON’T WALK WITHOUT
T K OUT LET ANYONE
A PHONE
THE ART OF PERSUASION
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SELL
SMA
RT
HOW DO YOU SELL A PHONE? How do you persuade someone to buy a phone? An interview with an ex employee from a well known phone store reveals strategic tactics for how to ensure a sale. Watch out.
SALESMAN:
“One of the main things that phones4u taught you was that you don’t let anyone walk out without a phone, basically. When you offer them as much as you can the last thing that you try to push them to buy is ‘If I could give you anything in this shop, what would it be to make you want to take this contract right now’ and if they turn around and say nothing, then you’ve just wasted ten minutes because they were never gonna buy they were just wasting your time, but then they would probably say something stupid like a free case, and you’d say ‘Oo, O.K let me go and speak to my manager” and then you’ll go, and obviously they’ll say yes, and then you’d make out it’s the biggest thing you’ve ever done, you never usually do it.’ Yeah, that’s what I used to do. This is quite specific to mobile phones but if someone says that its too much to pay for a month, we had a certain amount of money that we could play with. Then I’d can then say ‘What if I could tell you I could make it half the price for you’
by using cheesie tactics
and they would say oh yeah obviously, and then What you would actually do is put them on the contract that you wanted
give incentives be a ‘friend’ give ultimatums
THE ART OF PERSUASION
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SELL
SMA
RT
them to be on and you would give them the balance as cash back. The idea is that they would keep it aside and it could pay half of their bill, but obviously that never happens and they end up spending it and end up being on a phone contract they didn’t want to be on. It just makes it sound like you’re actually doing them a favour, and you’re actually being there. I used to do something where sometimes you wouldn’t even have to demo the phone, because you say to them ‘Well the iphone speaks for itself really doesn’t it, you don’t really need a demo of it, you know what it does’ and then also, when you put a sim card in for a new phone – this is just the cheesiest, cheesiest thing to do – but they loved it; you know when you open up an iphone box and it slides off really slowly… we used to put it in front of them and say “this is your new phone” and because iphones had never been touched they were still in their cellophane and We’d pull it off really slowly and you’d actually see their faces *drop* It was really funny.
half
“What if i could make it
the price
for you?”
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pre
PER
SUA
DE
HOW DO YOU
PERSUADE ON THE STREET? How do you persuade someone to give to charity? Whether that be putting money in their tin or buying ‘The Big Issue’. An interview with charity workers and Big Issue sellers reveal their very different approaches to persuading people on the street.
CHARITY WORKER 1:
“What I try and do is be the in mood that I would want to be approached, so if I’m happy, smiling and come across open then that’s the way I’d want to be approached. When I’ve been out myself, not working, I’ve seen people be rude, I’ve seen people not do their job to their best ability, and it inspires me to portray the person I want to be approached by. So, I come across open, I look in to their eyes, the usual stuff, shake peoples hands. I make sure I give them good information, make sure I know what I’m saying, and I never doubt myself, not even a little.”
CHARITY WORKER 2:
“Fundraisers have their own individual techniques, but for me, in order to feel comfortable approaching someone and in order for someone to feel comfortable with me approaching them you’ve got to bridge that familiarity boundary. It’s about having a connection, it’s not all about just getting in people’s way because they don’t respond well to that; that’s imposing on someone. If you can make them smile from a distance then you are automatically familiar and then you can take the next step.
by not using generic tactics
If people aren’t smiling at you then their probably not very receptive to what your saying anyway. You could make someone’s day, but generally you can tell when someone doesn’t want to talk to you. Whatever you’re projecting out of yourself you’ll receive straight back, so literally if you are thinking the tiniest flicker of thought that you don’t want to talk to
bridge familiarity boundary be open & honest
THE ART OF PERSUASION
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pre
PER
this person they can sense it, from everything down to how your gestures are, your body language, the tone of your voice, eye contact, everything. It’s quite fascinating how we can read eachother.
SUA
DE
There are one liners you can say, you can find humour in any situation, so making what you’re saying personalised to them specifically could have a big impact, but anything generic isn’t going to catch people. So be original and be fresh. If people get a vibe that you’re not trying your hardest they won’t want to stop and talk. I don’t consider myself a salesman by any means, the causes that we’re fundraising for are really really important. As soon as you introduce targets for fundraisers to reach the tactics get really unsavoury and it’s not good for the world.” CHARITY WORKER 3:
“I don’t think it necessarily comes down to tactics, I’ve been fundraising for three years now and I think agencies teach a lot of tactics, but I don’t necessarily think that’s the right way to go about it, especially with a lot of street fundraisers being around people often get switched off to the generic findraising tactics that a lot of people employ. One of the most important things when you’re out on the street is just to show people that you’re really genuine about it. Although we are trying to persuade people we shouldn’t actually have to be, people should be thinking about environmental issues and thinking about doing something already about them. I think just having a completely genuine, honest, transparent approach is something that I’ve found people respond to a lot better than trying to manipulate in any way. To actually treat everybody as an individual, to give every one a chance, even if you’ve had negative responses all day, one of the hardest things is to make sure you’re treating everyone as a fresh person. Building rapport with people, getting to know them and actually having a chat with them and seeing what’s important to them, otherwise if your not your just selling people a pitch and I don’t think you’ll find as much genuine support. People may just feel pressured to sign up in that case, whereas if you’re really building and working on what’s important to them in their own lives I think you’ll have a much better response.”
CHARITY WORKER 4:
“It’s all about just asking absolutely everyone if they could just simply send a text. You pin point someone from about a mile away and just hope that they are going to be nice and that they want to stop and they want to chat. It’s all about inspiring them, it’s not about their money it’s about inspiring them to realise they could help in this way. You don’t have to find us in town, we’re doing that for you, there’s charity workers everywhere. I just say send a text? but you change your delivery for the person. When we aren’t doing our text campaigns it’s a lot harder to stop people. So it’s generally good afternoon and talking about something about the person, generally being really big in their way and in their face. It feels so unnatural at first to stop in front of someone and say ‘here I am!’ but then you just get used to it. It becomes second nature.”
BIG ISSUE SELLER:
“I start at seven o clock in the morning, and all I say is good morning to everybody, and after a while they get to know me, and they just come to me. I don’t get in anyone’s way or be really big and loud, I just make sure I am polite, friendly and open, generally the only words I’ll say is good morning, or afternoon, or a general hello.”
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Designed by Sophie Quantick
A big thanks to all people interviewed and to some extra help: Bill Twyford. (Unknown). How to Use “Language” to Influence People. Available: http://www.real-estate-online.com/use-language-to-influence-people.html. Last accessed 3rd May 2014. Hirschman, E & Holbrook, M. (23/04/2008). Hedonic Consumption: Emerging concepts, methods and propositions . Available: http://priamo.dss.uniud.it/tl_files/utenti/crisci/Hirschman,%20 Holbrook%201982.pdf. Last accessed 3rd May 2014. Andy. (23rd March 2010). Approaching women and starting conversations – Pre framing. Available: http://www.daygame. com/2010/videos/approaching-women-and-starting-conversations-pre-framing/. Last accessed 3rd May 2014.
buy!
sale
yes!
buy!
offer
yes!
buy!
offer
buy!
yes!
yes!
sale
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buy!
yes!
sale
buy!
yes!
yes!
offer
buy!
yes!
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yes!
yes!
yes!
buy!
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yes!
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yes!
buy!
yes!
offer
sale
offer
buy!
yes!
sale
buy!
yes!
yes!
sale
yes!
buy!
yes!
buy!
buy!
yes!
sale
yes!
buy!
B
BUY
Say yes!
THE ART OF PERSUASION By sophie quantick