The following is a true statement about the Positioning Play:

• A. It should be broad and unfocused.
• B. It should be narrow and focused on a niche market.
• C. It has no impact on the suspect’s decision.
• D. It is used to schedule the next event.

Answer: (B)

Positioning Play is about speaking to a specific group in a way that makes the plan feel tailor-made for them. When you narrow the message to a niche market, you show you understand that audience’s particular needs, challenges, and context. This makes the proposal seem highly relevant and credible, which lowers resistance and makes it easier for the suspect to picture themselves benefiting from it. A broad, unfocused pitch comes across as generic and harder to relate to, so it’s less persuasive.

The idea isn’t about scheduling the next event or about having no impact on decision. It’s about shaping perception and choice by aligning the option with what matters most to a clearly defined audience. By targeting a niche, you create stronger resonance, clearer value, and a higher likelihood of action.