Tactic 60 of 99
The Forbidden Fruit
Tell them they can’t, and watch them insist.
What it is
When our freedom is threatened, we want the forbidden thing more. Psychologist Jack Brehm called this reactance. “You can’t” turns into “you must.”
Spot it
“Not for everyone.” “Only serious buyers.” “This might be too much for you.” A seller telling you that you might not qualify.
Counter it
Ask: “Do I want this, or do I want it because I was told I can’t have it?”