The first tip is about using the conjunction "but".
One use of the conjunction "BUT" is to diminish the first clause and intensify the one that comes after. For example:
In this case, the brain understands that the shirt is too expensive, and you will end up giving up on the purchase because the second clause is intensified due to the use of "BUT".
However, if you reverse the clause, the situation changes: "This shirt is very expensive, but it's beautiful."
In this case, you intensified the positive part, and the chances of buying the shirt will increase significantly.
You can and should use "BUT" when you want your client to forget or give less importance to the first clause! For example: "This service will cost you R$2,000.00, but its benefits are these, these, and these." In this case, you intensify the benefits, giving less prominence to the price part, so you start to influence people in their decisions.
Another case of using "BUT" is for contradiction.
When we hear "BUT" in a conversation or discussion, our brain is already programmed to defend itself and ends up not listening to the whole conversation. For this reason, instead of using "BUT", you should use "AND", because the brain interprets "AND" as an addition and will think that you are completing or adding information.
Most people don't develop because they believe they are not capable of something and end up using phrases like:
To overcome this limitation, just add one word at the end of the sentence. The word YET!
Just by inserting the word YET at the end of the sentence, your brain forces a future possibility and creates new neural connections that teach you to think differently.
Our third hack is how to answer a question you're not ready to answer.
An example: You're in a meeting with the client and, suddenly, he asks:
In some cases, you're not ready to answer and need time to think.
We can use a tactic that in NLP (Neuro-Linguistic Programming) is called a Smoke Bomb.
The technique consists of asking a question on top of another question to gain more time to think of an answer.
In other words:
You can answer: "Are those my personal plans or my professional plans?"
By doing this, the person will think a little, and during this period, you gain more time to plan your answer.
Another example:
Someone comes up to you and says: "Don't you think your price is too high?"
Answer: "Is it expensive or costly?"
Then you explain that expensive is something you pay for and has no value; and costly is something that has a cost but will bring high relevance.
Our fourth hack is how to use the power of scarcity. Words like: last, final, and only are words that generate a sense of scarcity in people. When you read a sentence or title with some of those words, your brain generates a stimulus of consequence.
For example:
A girl has a relationship problem with her boyfriend, and they are close to breaking up, so the girl comes and says: "Carlos, this is our last chance to date!"
Probably, Carlos will say yes! Because there is a consequence in this sentence, if he doesn't accept, his relationship will end forever.
If the girl asks in another way: "Carlos, do you still want to date?"
Maybe he wouldn't know what to say because there is no consequence; he will say, "I don't know, I'll think about it," etc.
So, use the power of scarcity words to your advantage.
