How to Coach Yourself and Others How to Influence, Persuade and Motivate | Página 308

[3]R. E. Kraut, "Effects of Social Labeling on Giving to Charity," Journal of
Experimental Social Psychology 9 (1973): 551–562.
[4]Kenneth Erickson, The Power of Praise (St. Louis: Concordia Publishing
House, 1984), p. 56.
[5]Miller, Brickman, and Bolen, "Attribution vs. Persuasion."
[6]Maxwell and Dornan, Becoming a Person of Influence, p. 63.
[17]Worchel, Arnold, and Baker, "The Effect of Censorship on Attitude Change."

Presupposition: Assuming the Sale
Using expectations, we can create immediate reactions to stimuli so the
subject doesn't even have to think — they just perform the action.
Discounts, closeouts, going out of business sales, and coupons are used to
draw traffic to stores. Consumers assume they will receive a reduced
purchase price by presenting the coupon or by going to a "going out of
business sale." One tire company made an error in printing their coupon
and the misprinted coupon offered no savings to recipients. However, this
coupon produced just as much customer response as did the error-free
coupon.[ 7]
Presupposition is often utilized by using words and language that indicate
your assumption that your offer has already been accepted. It is a
technique that is used both consciously and subconsciously. Consider the
following examples (the assumption is expressed in parentheses):
"When do you want your couch sent?" (You want the couch.)
"Should I call you Tuesday or Wednesday?" (You want to talk again.)
"Your first class will start next Monday." (You're signing up for the
class.)
You'd be amazed how often people will just go along with your proposal!
They don't even stop and think about their response because now they're
already finishing the deal in their mind!
Another way to use presupposition is to put it in writing. People always
think that if something's in writing, then it must be true. We often go
along with something without questioning it, just because it's what the
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