Get people to do what you want-Psychology

• Get people to do what you want-Psychology

Ever heard of contrast principle? No? Well now you have. I came across this in the book Influence (Such a great Book , you have to read it.). This principle is so useful in life to get people to do what you want. It’s useful when you are selling or you are giving someone bad news. It allows other to see your offering or news from a different perspective.
Let me explain to you what the principle really is. It affects the way we see the difference between 2 things that are presented one after another. If the second item is fairly different from the first, we will tend to see it as more different than it actually is. So if we lift a light object first and then lift a heavy object, we will estimate the second object to be heavier than if we had lifted it without first trying the light one. Another example is when we dip our hand in cold water for some time and then in regular room temperature water the later feels warm to us. So, it is much more profitable for salespeople to present the expensive item first, not only because to fail to do so will lose the influence of the contrast principle, to fail to do so will also cause the principle to work actively against them. We experience this so much in life. Read the following extract from book to understand better.

Still not sure how you can use this?

Watch this Video which uses this principle and laugh your ass off in the process.

Editor: Aditi Gupta