For my class, I'm using David Hoffeld's "The Science of Selling" as the basis for a multiple-choice test. Make 3 multiple-choice questions and answers using the following information: H E U R I S T I C : R E A C TA N C E
▪ The innate desire that occurs when one perceives his or her
ability to freely choose is being restricted
▪ People instinctively want to feel in control
▪ Kills influence and blinds potential clients
▪ Will cause others to reject your ideas &
suggestions
N E U T R A L I Z I N G R E A C TA N C E
N E U T R A L I Z I N G R E A C TA N C E
▪ Phrases That Reduce Reactance:
✓ “Of course, its up to you.”
✓ “It’s your choice.”
▪ Case Study
✓ “You can let me know if you
want to use it.”
✓ Closing percentage went
up by 39%
▪ Pick one heuristic and think of one specific way that you can
leverage that heuristic to better convey your ideas, company,
or solutions.
▪ Heuristics we discussed:
✓ Single-Option Aversion
✓ Social Proof
✓ Reactance
H E U R I S T I C S E X E R C I S E


H E U R I S T I C : R E A C TA N C E
▪ The innate desire that occurs when one perceives his or her
ability to freely choose is being restricted
▪ People instinctively want to feel in control
▪ Kills influence and blinds potential clients
▪ Will cause others to reject your ideas &
suggestions
N E U T R A L I Z I N G R E A C TA N C E
N E U T R A L I Z I N G R E A C TA N C E
▪ Phrases That Reduce Reactance:
✓ “Of course, its up to you.”
✓ “It’s your choice.”
▪ Case Study
✓ “You can let me know if you
want to use it.”


system
apni kaksha ke liye, main david hofeld ke "da science of sailing" kaa upyog bahu-pasand pareekshan ke liye aadhaar ke rup main kar rahaa hum.nimnlikhit jaankaree kaa upyog karke 3 bahuviklpiya prashn or uttar banaaen: H E U R I S T I C: R E A C TA N C E
▪ vah janmajaat ichha jo tab hoti he jab koi use maanata he
swatantra rup se chunane kii kshamta pratibandhit kii ja rahi he
▪ log sahaj rup se niyantran main mahasoos karnaa chaahate hai
▪ prabhaav ko prabhavit karata he or sambhavit graahakon ko andhaa kar detaa he
▪ dusron ko aapke vichaaron ko asweekaar karne kaa kaaran hoga or
suzav
N e u t r a l i z i n g r e a c ta n c e
N e u t r a l i z i n g r e a c ta n c e
▪ vaakyansh jo pratikriya ko kam karte hai:
You "beshak, aap par."
. "yah aapaki pasand he."
▪ cese study
You "aap mujhe bataa sakate hai ki kya aap
iskaa upyog karnaa chaahate hai. ”
. samaapan pratishat chalaa gaya
39% tak
▪ ek anumaani chune or ek vishisht tareeke ke bare main sochen jo aap kar sakate hai
apane vichaaron, company ko behatar dhang se vyakt karne ke liye us anumaani kaa laabh uthaaen,
yaa samaadhaan.
▪ huristicks hamane charchaa kii:
Antion single-opshan eversan
✓ saamaajik pramaan
And pratikriya
H e u r i s t i c s e x e r c i s e


H e u r i s t i c: r e a c ta n c e
▪ vah janmajaat ichha jo tab hoti he jab koi use maanata he
swatantra rup se chunane kii kshamta pratibandhit kii ja rahi he
▪ log sahaj rup se niyantran main mahasoos karnaa chaahate hai
▪ prabhaav ko prabhavit karata he or sambhavit graahakon ko andhaa kar detaa he
▪ dusron ko aapke vichaaron ko asweekaar karne kaa kaaran hoga or
suzav
N e u t r a l i z i n g r e a c ta n c e
N e u t r a l i z i n g r e a c ta n c e
▪ vaakyansh jo pratikriya ko kam karte hai:
You "beshak, aap par."
. "yah aapaki pasand he."
▪ cese study
You "aap mujhe bataa sakate hai ki kya aap
iskaa upyog karnaa chaahate hai. ”
user
david hofeld kii "da science of cell" multiple chois test

prashn: nimnlikhit main se koun anumaani kaa ek udhaaharan nahin he: pratikriya (jab kisi vyakti ko lagata he ki unhen mukt vikalp kaa vikalp nahin diya gaya he)?

k) niyantran main mahasoos karne kii maanviya ichha.
kha) janmajaat ichha ek vyakti ko mahasoos hoti he jab kisi ko apni swatantra pasand ke adhikaar par andeh hota he, use kuch bodhgamy tareeke se pratibandhit kiya ja rahaa he.
ga) iske parinamswaroop aapke vichaaron or sujhaavon ko har kisi dwaara asweekaar kar diya ja saktaa he.
D) yadi aap iskaa upyog karnaa chaahate hai, to bas mujhe bataaen.

prashn: nimnlikhit main se koun sa beasar karne kaa ek udhaaharan nahin he: pratikriya (ye shabd or vaakyansh hai jo kisi ko apane swayan ke muft nirnay lene main asamarth hone kii kisi bhi bhaavana ko kam karne main sakasham banaate hai.).

k) "sambhavit graahak is vichaar ko asweekaar kar denge kyonki unhen lagata he ki yah vyapak anumodan nahin degaa."
bi) "spasht rup se, yah sab aap kya chaahate hai - aapke adaalat main genden."
ga) "yah aapaki pasand he."
D) "ise aazmaaen or mujhe bataaen ki kya aap chaahate hai ki yah janaa he."

prashn: yadi aap keval ek upyog kar sakate hai to aap apane vichaaron, vyavsaay, yaa samaadhaanon ko sabase safal ke rup main ujagar karne ke liye upyog kar sakate hai?

e) saamaajik pramaan
bi) ekal-vikalp eversan
C) c) pratikriya
assistant
<|system|>
</s>
<|user|>
apni kaksha ke liye, main david hofeld ke "da science of sailing" kaa upyog bahu-pasand pareekshan ke liye aadhaar ke rup main kar rahaa hum.nimnlikhit jaankaree kaa upyog karke 3 bahuviklpiya prashn or uttar banaaen: H E U R I S T I C: R E A C TA N C E
▪ vah janmajaat ichha jo tab hoti he jab koi use maanata he
swatantra rup se chunane kii kshamta pratibandhit kii ja rahi he
▪ log sahaj rup se niyantran main mahasoos karnaa chaahate hai
▪ prabhaav ko prabhavit karata he or sambhavit graahakon ko andhaa kar detaa he
▪ dusron ko aapke vichaaron ko asweekaar karne kaa kaaran hoga or
suzav
N e u t r a l i z i n g r e a c ta n c e
N e u t r a l i z i n g r e a c ta n c e
▪ vaakyansh jo pratikriya ko kam karte hai:
You "beshak, aap par."
. "yah aapaki pasand he."
▪ cese study
You "aap mujhe bataa sakate hai ki kya aap
iskaa upyog karnaa chaahate hai. ”
. samaapan pratishat chalaa gaya
39% tak
▪ ek anumaani chune or ek vishisht tareeke ke bare main sochen jo aap kar sakate hai
apane vichaaron, company ko behatar dhang se vyakt karne ke liye us anumaani kaa laabh uthaaen,
yaa samaadhaan.
▪ huristicks hamane charchaa kii:
Antion single-opshan eversan
✓ saamaajik pramaan
And pratikriya
H e u r i s t i c s e x e r c i s e


H e u r i s t i c: r e a c ta n c e
▪ vah janmajaat ichha jo tab hoti he jab koi use maanata he
swatantra rup se chunane kii kshamta pratibandhit kii ja rahi he
▪ log sahaj rup se niyantran main mahasoos karnaa chaahate hai
▪ prabhaav ko prabhavit karata he or sambhavit graahakon ko andhaa kar detaa he
▪ dusron ko aapke vichaaron ko asweekaar karne kaa kaaran hoga or
suzav
N e u t r a l i z i n g r e a c ta n c e
N e u t r a l i z i n g r e a c ta n c e
▪ vaakyansh jo pratikriya ko kam karte hai:
You "beshak, aap par."
. "yah aapaki pasand he."
▪ cese study
You "aap mujhe bataa sakate hai ki kya aap
iskaa upyog karnaa chaahate hai. ”</s>
<|assistant|>
david hofeld kii "da science of cell" multiple chois test

prashn: nimnlikhit main se koun anumaani kaa ek udhaaharan nahin he: pratikriya (jab kisi vyakti ko lagata he ki unhen mukt vikalp kaa vikalp nahin diya gaya he)?

k) niyantran main mahasoos karne kii maanviya ichha.
kha) janmajaat ichha ek vyakti ko mahasoos hoti he jab kisi ko apni swatantra pasand ke adhikaar par andeh hota he, use kuch bodhgamy tareeke se pratibandhit kiya ja rahaa he.
ga) iske parinamswaroop aapke vichaaron or sujhaavon ko har kisi dwaara asweekaar kar diya ja saktaa he.
D) yadi aap iskaa upyog karnaa chaahate hai, to bas mujhe bataaen.

prashn: nimnlikhit main se koun sa beasar karne kaa ek udhaaharan nahin he: pratikriya (ye shabd or vaakyansh hai jo kisi ko apane swayan ke muft nirnay lene main asamarth hone kii kisi bhi bhaavana ko kam karne main sakasham banaate hai.).

k) "sambhavit graahak is vichaar ko asweekaar kar denge kyonki unhen lagata he ki yah vyapak anumodan nahin degaa."
bi) "spasht rup se, yah sab aap kya chaahate hai - aapke adaalat main genden."
ga) "yah aapaki pasand he."
D) "ise aazmaaen or mujhe bataaen ki kya aap chaahate hai ki yah janaa he."

prashn: yadi aap keval ek upyog kar sakate hai to aap apane vichaaron, vyavsaay, yaa samaadhaanon ko sabase safal ke rup main ujagar karne ke liye upyog kar sakate hai?

e) saamaajik pramaan
bi) ekal-vikalp eversan
C) c) pratikriya</s>
