The Blemishing Effect - Deepstash

The Blemishing Effect

Adding a minor negative detail in an otherwise positive description of a target can give that description a more positive impact.

The blemishing effect seems to operate only under two circumstances.

First, the people processing the information must be in what the researchers call a ‘low effort’ state. That is, instead of focusing resolutely on the decision, they’re proceeding with a little less effort—perhaps because they’re busy or distracted.

Second, the negative information must follow the positive information, not the reverse. Once again, the comparison creates clarity.

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matclar

Diplomatic Services operational officer

To Sell Is Human shows you that selling is part of your life, no matter what you do, and what a successful salesperson looks like in the 21st century, with practical ideas to help you convince others in a more honest, natural and sustainable way.

The idea is part of this collection:

How to Sell Anything

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Effective communication

Persuasion techniques

Closing a sale

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