Learning to see when you are being manipulated
Underselling is probably one of the easiest and most effective ways to plant an idea in someone’s mind. This is another version of reverse psychology but at a less aggressive level. Let’s say you’re trying to sell someone a hard drive. They could buy a 250GB, 500GB, or 1TB hard drive. You want to sell the largest hard drive possible because those cost more and mean more money for you. Your buyer is coming in with the idea that they want to spend the least money possible. You’re not going to get very far by telling them they should spend more money when you know they don’t want to. Instead, you need to cater to what they want: the cheap option. Here’s a sample dialogue:
Buyer: Can you tell me about this 250GB hard drive? I want to make sure it will work for me.
You: What kind of computer do you have and what do you want to use it for?
Buyer: I have a 2-year old Windows laptop and I need it to store my photos. I have about 30GB of photos.
You: 250GB is definitely more than enough for just storing your photos, so as long as you don’t have many more files you might want to put onto the drive it should be just fine for your needs.
This last sentence instills doubt in the buyer. You could even add “you’d only need a larger drive if you wanted to be absolutely sure you’ll have enough space in the future” but that might be pushing it a little bit. The point is, if you appear to have their best interests at heart it can be easy to make them think they want to buy more from you.
It’s Halloween — but evil rarely shows up looking vampirish and rising from the crypt. Usually, it shows up in a suit, glad-hands its way into political office, management, the pulpit or the board of directors and smiles that 10,000-watt smile that puts everyone at ease while it shivers in nearly orgasmic delight at the chance to rend your heart in two.
It’s only later when you taste that cold metallic flavour in the back of your throat that you realize you are prey. This is a little slice of how the game is played…