Glossary
Pendulum theory
People will naturally resist being pushed in one direction.
A psychological principle that impacts persuasion, pendulum theory states that if sales reps aggressively push buyers to do something, they will naturally react by pushing in the opposite direction.
For example, a used car salesperson who says "I have the perfect car for you, you're gonna love it, I'll give you and only you a fantastic deal on this car" will cause buyer’s to instinctively raise their guard and resist.
As with the “go for the no” technique, sellers must often push the conversation towards negativity (”it sounds like you’re not interested at all?”) for some prospects to admit interest.
Pendulum theory and “go for the no” are important stepping stones to understanding psychology and the science of persuasion.
For example, a used car salesperson who says "I have the perfect car for you, you're gonna love it, I'll give you and only you a fantastic deal on this car" will cause buyer’s to instinctively raise their guard and resist.
As with the “go for the no” technique, sellers must often push the conversation towards negativity (”it sounds like you’re not interested at all?”) for some prospects to admit interest.
Pendulum theory and “go for the no” are important stepping stones to understanding psychology and the science of persuasion.