Persuasion Trigger Six:
Being one of the in-group or following the crowd is a powerful motivator. Let me illustrate with a simple example. Look at the line labeled A on Card 1 in Figure 20.1. Picture its length.
Figure 20.1 The Asch Test
Now compare the length of line A with lines B, C, and D. Before reading on, answer which line is closest in length to line A? It's