How to Coach Yourself and Others How to Influence, Persuade and Motivate | Página 26

language, picking up on words, speeds, pitch and volume
of the other person’s speech. It takes some practice, but
can help to build a strong rapport and ease persuasion.
30. Create scarcity or urgency
People are much more motivated to make a decision, and
often the one you want them to make, when they are given
the impression that they must act now if they want
something or that there is a chance that they might not get
what they want. That’s precisely why sales terms like
“exclusive access” or “limited time” are so effective.

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