How a Fault can Unlock a Vault

September 14, 2009 by  
Filed under Featured Articles, Wright Ideas


This article is inspired by Robert Caldini and in work on influence. Readers will find tips on how to be more influential in business by increasing their trustworthiness.


Rochefoucauld wrote “We only confess our little faults to persuade people that we have no big ones.” I look around in the current news and I can see people putting this idea to work. Palin resigned. Governor Sanford tried to use it but he kept talking too much. Volkswagen used it when it came out and was not afraid to tell everyone how ugly the little car was. Having given your buyers two sides of the coin, you will be more effective in your persuasion. You have to have clear connections between the negative and positive attributes. If you want to increase your trustworthiness, then you do not have to think too hard about the things you reveal as a weakness.


Always make sure your dark cloud has a silver lining. The price can be high if your products last longer. Follow up with a benefit related to the buyers cost and not anything else that goes with your product. You need to make lemonade out of any lemons you may have. You can neutralize your drawback just by thinking it through.


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