Among the techniques of sales sophistry some motivational speakers and success salesmen use to leave audiences smiling, happy -- and buying:
* Inductive Presentation. Guides the customer by questioning rather than making statements. "What would you say if I told you you could double your income? You'd like that, wouldn't you? Why, sure you would.
* "Assumptive Approach. Takes liberties by expressing assumptions based on increasingly less valid notions: "Nobody's trying to get into Russia, is there? Nobody's jumping on boats to Cuba. 'Cause our way of life in America has proved itself. And what I'm talkin' about is the American Way, isn't it?" To disagree would seem like defying "logic."
* The Tie-Down. The "don't you agree?" or "isn't that so?" attached to a statement: "You can change your life, don't you agree?" It softens the presumptuousness of a statement, and builds agreement.
* Alternative Choice Question. Oversteps the yes-or-no response by giving the consumer two choices -- either of which suits the salesman. Not: "Can I come by today?" Rather: "Do I come over today at noon or at 2?"
* Leading Question. It isn't necessary to ask someone if they'd like to be financially independent. Who wouldn't? But to do so convinces the consumer of the undeniable premise of the sales pitch.
* Platitudes and Axioms. Suggests the wisdom of the ages proves what the salesman is saying is gospel truth. The Bible is quoted often. Attributions aren't specific: "A wise man once said . . ." or "It has been said that . . ."