All humans are pre-programmed with an insatiable desire for more stuff.
No matter how much stuff you’ve got, you’ll always want more.
This is human nature, and it’s why we are the predominant species on Earth.
While every other animal was content to eat, sleep and have sex, somehow humans ended up with a burning desire to roam the planet looking for more stuff. More food, more places for shelter, more raw materials to build stuff, more places to plan crops, etc.
This comes in incredibly handy when we’re trying to persuade people.
See, most of us aren’t that sure what exactly we want. We know we’d like some new clothes, for example, but we aren’t sure what brand, what color, etc.
But those desires are there.
A skilled persuader can develop rapport, and carefully elicit those desires.
And when they’re vague, that means they’re easier to leverage.
For example, say you work in a clothing store. All your clothes are made from cotton, and most of them are bland colored.
Somebody walks in, and says:
“I need a new shirt. It had to be bright red, and it has to be made from silk.”
There’s not much you can do.
But if somebody walks in and says:
“I’m looking for a shirt. It’s got to look cool, something I can wear maybe on a date or maybe at a business meeting.”
Now we’re talking!
Just get them talking about their desires, how they want to feel, what kind of result they want when they’re wearing their new “shirt.”
Pay attention to “trance words,” words they give special meaning to when describing their “ideal shirt.”
Then pick out a few shirts that seem like they’d be a good “fit,” and use those same “trance words” to describe the particular shirt. Describe them getting what they want, as per their own description (not yours) when they’ll wear the shirt.
You’ll find this turns even the passive shopper into a rabid and happy customer.