Series on Persuasion Skills: Say it right

Set the tone right to create a win-win situation. Change the tone and set it to positive to persuade and convince the other person to agree to you.

A wonderful example of this in retail is in the case of Starbucks coffee. When you approach the counter to order a drink at Starbucks, the barista will ask you a carefully worded question, “What can I get started for you?” The use of the word started infers that this is the beginning of something and that there is an ending that is separate from the beginning. Starting something infers that the task must be finished which draws your attention back to the bar and onto the food items. Your brain wants to finish your order, started with a drink, with something to eat. A subtle way of cross selling at the point of sale.