Sales Techniques

Further Explanation on why you need not fear.

This is a post from Paperdolls.Today, under the section “Sales Techniques.” The intent of this section is to help people, particularly the vulnerable such as sexual assault survivors, to understand if and when they might be manipulated by sales techniques. If you wish to unsubscribe or subscribe to any sections of Paperdolls.Today, please follow Substack’s instructions.

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I have received some feedback that this series on “Sales Techniques” and/or “How to recognize if you are being manipulated” is frightening. Please do not be afraid. There are many coaches, motivational speakers, and leaders who use these techniques to inspire us to be better, more whole humans. Their actions helps us contribute more to humanity as a whole and to help alleviate our own “balls and chains” we might be comfortable shlepping around.¹

I believe most people are okay and trying to be okay. No one is perfect and everyone has their flaws, but most people try to be good, caring souls. However, I’m not ignorant of the fact that there are some nefarious souls only out for their own gain at the expense of another’s loss.²

I also believe that knowledge is power. Hence I’m providing this information, in an effort to help you, my beloved survivors, know if and when someone is trying to manipulate you to believe, buy, or change your behavior to meet their selfish needs—or as I frequently think of them—try to fill the holes in their souls.

With all that said, one of our subscribers, a therapist, sent me this article from PsychologyOrg, entitled, “25 Psychological Manipulation Techniques.”

Photo by Sivani Bandaru on Unsplash

As I read the list of 25, I recognized many that describe the same techniques utilized by a renowned professional sales trainers for professional sales people. Here are a few:

• Fear-Mongering
  ”Manipulators can use fear as a tool to control and influence others. They achieve this by instilling feelings of anxiety, uncertainty, or dread, creating a sense of urgency and dependence on the manipulator for protection or guidance.”
  
  April Note: Yes. Common denominator here. Sales people try to get their prospects into an emotional place, because people buy emotionally and defend their decision with logic. My personal feeling is that most do not use fear, the professionals more motivated by making the sale use fear. Fear of not being part of, fear of not “keeping up with the Joneses” and fear of loss. Fear of loss is the premise of purchasing insurance, so that one is a bit nebulous. I think the sales person can wrap that presentation up in a more secure framework that professing utter fear “if you don’t buy.”
  

• Mirroring
  ”Mirroring is a psychological manipulation technique used to build rapport and trust. It mimics the victim’s behavior, preferences, and values, creating a false sense of familiarity and connection.”
  
  April Note: Ahh, mirroring. I use “mirroring” still. Only I don’t, at least I hope I don’t, use this to create a “false sense of familiarity and connection.” For me, I use mirroring when I am in an in-person meeting. The first thing I do is notice the other person’s body language. If they are leaning back, with their legs crossed and arms folded, I do not mirror that body stance. If they are engaged in our conversation, leaning forward, making eye contact³ I frequently mirror their stance. For me, I am not conscious of this mirroring. It is my way of listening and connecting.
  

• Foot-in-the-Door Technique
  ”The foot-in-the-door technique is a strategy that involves getting someone to agree to a small request before presenting a larger one. This method is based on the idea that once a person has agreed to something small, they are more likely to agree to something larger later.”
  

  April Note: In most professional sales trainings, this is called the “Puppy Dog Close.” The definition comes from letting a customer take a puppy dog home, fall in love with it, then keep it. That name is somewhat outdated, but I like puppies, so I still use it. For some, it’s taking a test drive in a potential new car. A trial of a software or service subscription.
  
  I am including this one because frequently a small ask, leads to a larger ask. It’s good to be aware of it.

Summary:

There are many more manipulation techniques outlined in the article sent to me. Please review with an open and and objective eye. The article references, “Dark Psychology” which we know happens. But, I don’t believe it happens the majority of all the time. Please be aware, but don’t start seeing this list everywhere you look. The majority of people are good. There’s just some empty souls who try to use you to fill the hole in their own souls. And, that’s NOT YOU JOB or role.

1. For a more in depth explanation of the “ball and chain” analogy, please refer to #6 here:

https://www.paperdolls.today/p/holidays-with-family

2. That description is not extended to the the sick perpetrators who commit crimes against humanity by sexually abusing children. Although, these sickos can use some of these techniques to manipulate.

3. Typically for the white people, listeners maintain eye contact. If and when they start breaking eye contact, then they are losing interest. Speakers make eye contact intermittently. The speaker or presenter checks in with the person, frequently, then looks away. This intermitten eye contact, reduces the intensity while maintaining the connection.