16. 1. Reciprocity (n) (“to reciprocate”)
the practice of exchanging things / services with others for
m________ (both sides) benefit.
idiom: “If you scratch my back, I’ll scratch yours.”
17. 1. Reciprocity
the practice of exchanging things / services with others for
MUTUAL BENEFIT.
“If you do something for me, I’ll do something for you. Win-win”
Can you name some real-life examples of the
rule of reciprocation?
19. 2. Commitment (& Consistency)
The act of showing consistency to customers / people in order
to get their long-term commitment.
The goal is always to form “loyal” or long-term customers
20. Some examples of different ways
to get commitment (and
consistency)….
21. Rewarding long-time customers / people for
committing to your brand or service (LOYALTY)
corporate gifts
membership cards
punch cards
22.
23. Encourage Public Commitment (to group, event)
Why is it advantageous for some businesses to encourage
their customers to make a public commitment?
corporate sponsorships
Social media groups
24. Asking for Small commitments first,
then you can request for a bigger commitment
later.
“foot in the door” meetings
Incentive meetings
25. 3. Social Proof
When people are uncertain, they are likely to feel more influenced to
do something if similar people are doing it too.
26.
27.
28. Examples of social proofs:
Leaving $ in a tip jar
work environment / behaviors
Celebrity Promotions
29. 4. Likability
One of the easiest way to persuade people is first,
for them to like you
On a scale of 1-10, how important is personality
and appearance in a pharma rep position?
30. 5. Authority / Experts
A powerful persuasive technique is having the support of people
in “authority” positions.
Have you ever been persuaded to buy something
because you saw an authority figure endorse
the product?
31.
32. 6. Scarcity
When something is “Scarce” it’s rare, limited, hard to find.
This is the belief that something is more attractive if its
availability is limited.
Is mentioning the limited quantity of medicine a helpful
technique in pharmaceutical sales?
33.
34. * Fear
Fear is commonly used in persuading people to buy a product or
service. It’s often controversial because it appeals to
customer emotions.
37. 1. E_______________:
Using studies, statistics, expert opinions and anecdotal evidence
is very persuasive because whatever it is you’re saying
seems more logical / reliable.
39. 2. A___________
When there is an opposing view, people can persuade others that
the ‘competitor’ or ‘opponent’ is foolish, dangerous, unreliable,
or not professional.
41. 3. In_________ OR Ex_________
Language
We can use language such as “We” “Us” “Our”…. as well as create a
difference by saying, “them”, “they” …. to persuade people to feel
a part of a group / have support.
43. 4. Rhetorical Questions
A RQ is a questions that you aren’t required to
answer, and are only asked because you want the
other person to think/consider & accept your view
53. 9. Jargon
Jargon refers to specialized language for an
industry. We can use Jargon when we want to sound
like an expert, or knowledgeable of that
industry/topic.
54.
55. 10. R__________n
By saying words or phrases again and again, you
can persuade or remind the listener of your brand,
key message or point of view.
