Written Assignment Unit 6
The 6 principles of persuasion
1. Reciprocity; I worked for JCPenney and their mission was "The Golden Rule, do unto others as you would have done to you." that sentiment is very true about reciprocity, if you take something, give something back, and visa versa.
2. Scarcity; Thomas Sowell — "The first lesson of economics is scarcity: There is never enough of anything to satisfy all those who want it." I am currently fascinated by economics and the #1 rule is scarcity. Scarcity of time, health, money, or even real estate. Scarcity is when there is not enough to go around and it 's in demand because of its scarcity, such as gold. Scarcity also brings a call to action from sellers to buyers when an item has "limited quantities" …show more content…
Liking; The principle of liking is similar to rapport. A buyer that likes and trusts their sales person will buy, more often than not, and often buy more products or services because of that like and trust.
The power of persuasion is an important skill to have. Persuasion is used between parent and child, husband and wife, business partners and to make a sale. Mastering the power of persuasion makes all negotiation much easier. You may still need to prepare to persuade but knowing the six principles of persuasion will keep you ahead of the people you need to persuade.
During the height of the worst real estate market in one hundred years I was a real estate agent. During the real estate bust there was plenty of persuasion going on. The persuasion I would like to show for an example here was a sales pitch of persuasion I made to sell a condo on Bainbridge Island, just outside Seattle, WA U.S.
As a real estate agent you can be a buyer 's agent or a sellers agent, rarely both at the same time, however you can broker buys and sales of homes with the same real estate license. In the following example I was the buyer 's agent hoping to persuade the owners of the condo to sell to my buyer at my buyer 's asking …show more content…
While most everything is written in contract form during a real estate transacting most of the persuasion is done verbally. So to gain commitment and consistency I would often say during negotiations "Would you agree?", those three words kept us on track and ready to sign a written contract after verbal negotiations.
In my area there are two main real estate companies; Windermere, and John L. Scott. At the time I was working for Windermere and my adversary worked for John L. Scott. Because of the principle of consensus our clients knew, from the herd mentality of both real estate companies reputations, that they were in good hands.
I feel the principle and liking and the principle of consensus were quite close in my negotiating this deal. Because my adversary and I worked for respectable real estate companies and because we had done our homework, our clients felt safe with our companies and they felt they could trust both of us to communicate and persuade on their
The 6 principles of persuasion
1. Reciprocity; I worked for JCPenney and their mission was "The Golden Rule, do unto others as you would have done to you." that sentiment is very true about reciprocity, if you take something, give something back, and visa versa.
2. Scarcity; Thomas Sowell — "The first lesson of economics is scarcity: There is never enough of anything to satisfy all those who want it." I am currently fascinated by economics and the #1 rule is scarcity. Scarcity of time, health, money, or even real estate. Scarcity is when there is not enough to go around and it 's in demand because of its scarcity, such as gold. Scarcity also brings a call to action from sellers to buyers when an item has "limited quantities" …show more content…
Liking; The principle of liking is similar to rapport. A buyer that likes and trusts their sales person will buy, more often than not, and often buy more products or services because of that like and trust.
The power of persuasion is an important skill to have. Persuasion is used between parent and child, husband and wife, business partners and to make a sale. Mastering the power of persuasion makes all negotiation much easier. You may still need to prepare to persuade but knowing the six principles of persuasion will keep you ahead of the people you need to persuade.
During the height of the worst real estate market in one hundred years I was a real estate agent. During the real estate bust there was plenty of persuasion going on. The persuasion I would like to show for an example here was a sales pitch of persuasion I made to sell a condo on Bainbridge Island, just outside Seattle, WA U.S.
As a real estate agent you can be a buyer 's agent or a sellers agent, rarely both at the same time, however you can broker buys and sales of homes with the same real estate license. In the following example I was the buyer 's agent hoping to persuade the owners of the condo to sell to my buyer at my buyer 's asking …show more content…
While most everything is written in contract form during a real estate transacting most of the persuasion is done verbally. So to gain commitment and consistency I would often say during negotiations "Would you agree?", those three words kept us on track and ready to sign a written contract after verbal negotiations.
In my area there are two main real estate companies; Windermere, and John L. Scott. At the time I was working for Windermere and my adversary worked for John L. Scott. Because of the principle of consensus our clients knew, from the herd mentality of both real estate companies reputations, that they were in good hands.
I feel the principle and liking and the principle of consensus were quite close in my negotiating this deal. Because my adversary and I worked for respectable real estate companies and because we had done our homework, our clients felt safe with our companies and they felt they could trust both of us to communicate and persuade on their