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.”


David Hoffeld's "The Science of Selling" Multiple Choice Test

Q: Which of the following is NOT an example of Heuristic: Reactance (When a person thinks they aren’t given the option of free choice)?

A)	The human desire to feel in control.
B) The innate desire a person feels when one suspects their right to their own free choice is being restricted in some perceptible way.
C)	This May result in your ideas and suggestions being rejected by everyone else.
D) If you want to use it, just let me know.

Q: Which of the following is NOT an example of Neutralizing: Reactance (These are words and phrases that enable someone to lessen any sentiments of being unable to make their own free decisions.)?

A)	“Potential clients will reject the idea because they think it will not garner widespread approval.”
B)“Clearly, it's all about what you want – the balls in your court.”
C)	“This is your choice to make.”
D)“Try it out and let me know whether you want it to go.”

Q: Which heuristics mentioned here could you use to highlight your ideas, business, or solutions as the most successful if you could only utilize one?

A)	Social Proof
B)	Single-Option Aversion 
C)	C) Reactance


