What is Loaded Language?
Using language where an assumption is built-in to guide a desired answer.
Business Application
Loaded language is used often in sales in order to shape a conversation to suit a salesperson’s narrative. It can be perceived as pushy but can often lead to stronger sales positioning.
Example 1
“How many times a year do you meet with vendors to learn about new ideas to help your business?“
Why This is a Fallacy
This question assumes that the prospect meets with vendors at least once a year.
Example 2
“What time of day should I call you back?”
Why This is a Fallacy
This question assumes the prospect would like a call back.
Tom Waters
Owner at Everyday Sales
Everyday Sales is an online resource for sales and business education. We expose the psychological exploits used in sales and marketing to empower our clients to become better professionals. Our feature content includes Sales in Cinema, Cognitive Biases in Business, Logical Fallacies in Business, and Quotes Deconstructed.
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