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    Speaking Fast: A Persuasion Technique

    Who I am
    Robert Maurer

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    The art of persuasion often follows gods
    winding paths and the persuasion techniques
    they tend to change and become more and more different. One of the more strategies
    used by salespeople is to speak very quickly. But… speak quickly
    it is more convincing because we perceive the seller as a trustworthy person or
    because information reaches us with such speed that we cannot
    to process and criticize them?

    The effect of the speed of language in the
    persuasion began to be studied during the 70s of the last century,
    when Norman Miller discovered that people who consumed caffeine were talking
    faster and that, at the same time, were more convincing in theirs
    speeches. Miller appreciated that the average of 195 words per minute (common average
    for those under the influence of caffeine) were more convincing
    compared to the classic 102 words per minute. Miller thus came to the conclusion that those people
    who spoke rapidly were perceived to be more confident, intelligent and
    objective. This perception (real or not) caused their speech
    was more persuasive. Conversely, speak at a rate of 100 words per
    minute or less (normal average in any conversation) is associated with
    opposite attributes. This study has led many people to think that speak
    may represent a ace in the hole that helps persuade e
    then to sell. But… is this really so? A little later, during the 90s, others
    University of Georgia scholars began discussing the results of
    Miller. On this occasion an experiment was devised with which it was attempted
    to convince a group of young people about the need to obtain a driver's license
    he drives only after he is 21 years old and that only after the same age does he
    it could also allow you to drink beverages
    alcoholic. Three different types of speakers were employed: those who spoke
    quickly, those who spoke normally and those who were slower. The study showed that the speakers who spoke
    quickly they were much more persuasive while those who spoke slowly
    they did not succeed in persuading any of the participants. Researchers claim
    than when we listen to a slow speech related to any theme with which
    we disagree, we have more time to prepare arguments that can
    counter. Conversely, when the speech is quick, we don't have the same
    ability to react. But in terms of persuasion, that's not all
    simple, if people already had a certain predisposition to the idea that yes
    transmitted, the fast speakers were less convincing while that the
    slow speech was more persuasive. Because? Researchers postulate that when
    the topics of the speech come in a slow and detailed way, we have more
    time to coincide with them and look for new ideas to support them. In this way it was possible to appreciate that the speech
    increases the speaker's ability but not always facilitates persuasion;
    it all depends on our initial attitude towards the subject in question e
    from the time we have to argue or confirm the arguments.
    Speaking quickly reduces our tendency to counter arguments but
    at the same time it inhibits our ability to process the message when
    have a positive attitude on the subject.
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