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Blog do Coach - A Arte da Persuasão. O Poder do Porque Para Chegar ao Sim
Brasília,
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23 d fevereiro d 2019

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09

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A Arte da Persuasão. O Poder do Porque Para Chegar ao Sim


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09 de fevereiro, 2015 | Autor: Junior Portare | Tópicos: Conhecimento
Tags: , ,


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Você sabia que as pessoas lhe dirão sim, mais facilmente, se você oferecer à elas um motivo qualquer?

E esse motivo pode ser apenas uma palavra: porque.

Uma pesquisadora da renomada universidade de Harvard, a psicóloga social, Dra. Ellen Langer, em um estudo, concluiu que as pessoas tendem a dizer sim aos nossos pleitos se lhe dermos um motivo. Nós simplesmente, automaticamente, gostamos de fazer algo por alguém, se tivermos um motivo para tal.

ESTUDO

A psicóloga pediu um favor, o de “furar” uma fila de pessoas que aguardavam para fazer fotocópias enquanto dizia: com licença, tenho cinco páginas. Posso usar a copiadora porque tenho pressa?

Esse pedido com “motivo” teve uma incrível aderência de 94%. Isso mesmo. Quase a totalidade das pessoas deixaram que a fila fosse furada.

Mudando o pedido para: com licença, tenho cinco páginas. Posso usar a fotocopiadora? Ou seja, a mesma frase, porém sem o motivo, caiu para apenas 60% de resposta sim.

Você pode estar pensando que o que fez com que as pessoas concordassem ceder sua vez na fila foi o tempo porque “tenho pressa”, certo?

Aí veio a surpresa, quando a frase foi trocada para: com licença, tenho cinco páginas. Posso usar a copiadora porque tenho que fazer algumas cópias? O resultado foi quase o mesmo que o da primeira frase, 93% das pessoas disseram sim.

No curso de persuasão em vendas que ministramos em todo o Brasil para a FGV – Fundação Getúlio Vargas e também nas nossas palestras de vendas, trabalhamos exaustivamente o uso dessa técnica e os retornos dos alunos, no diz de seu sucesso em vender seus produtos, serviços e ideias.

NA PRÁTICA

Que tal adotar o uso dessa simples e eficaz técnicas no seu cotidiano?
Então, meu pedido é de que crie pequenos roteiros de solicitações aos seus clientes, funcionários, cônjuges, filhos, chefes, etc. e inclua nesses pedidos a palavra porque e em seguida dela, um motivo qualquer.

Algo como, vamos fechar esse pedido porque a validade da proposta termina hoje? Ou ainda… Meu bem, me por favor, me buscar mais tarde no escritório porque hoje é meu dia de vir de carona?

Gostaria de lhe pedir que pratique bastante essa técnica porque quero saber se ela funcionará para você também!

Siga-nos no Twitter e Facebook

x




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