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Rapid Fire

 

Techniques General persuasion > Creating Cognitive Load > Rapid Fire

Description | Example | Discussion | See also

 

Description

Talk fast. Use short sentences. Leave no gaps between things you say. Move quickly too, though not in any threatening way. This speed-up may be cloaked by positive emotion, such as enthusiasm for the subject.

Encourage them to speed up too, for example with a rapid sequence of closed questions. Watch their speed of speaking and moving. If this gets faster, you have succeeded, so just keep them going.

Example

Right. Are you comfortable. Good. Let's get to business. You want a new car, true?

Now look here and here. This is what you need. Not that. We've not got much time here so we need to get on with it.  

Discussion

Speaking quickly forces people to concentrate more as they try to keep up with what you are saying. When you do not pause, it gives them little time to interrupt. If they do, you can always interrupt back before long, again going at speed so they have little chance to finish what they were saying.

Sales people use the 'hurry up' approach to avoid objections, such as when customers might think about products and their real value.

See also

Hurry Close, Hurry Up, Ellis' Irrational Beliefs

 

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