The Psychology of persuasion?
Have you read Cialdini, INFLUENCE,
I took some notes on Key points. Hope you find them useful.
Practice of Influence.
1. Principle of reciprocation:
" The old give and take" Obligation.
It helps you to gain a competitive advantage. Power by association and credit.
2. Principle of Scarcity:
"I can't have it - I want it"
Scarcity of commodities.
Not only what they will gain but what they will lose.
Exclusivity of Information.
Fresh rather than old
3. Principle of Authority:
"An expert says it, it must be true".
How to establish trust in your info. Before they present their strong arguments they present a weakness a drawback, and then say "however."
4. Principle of commitment and consistency:
"Will you"...call? great tool to get a straight answer.
5. Principle of consensus:
Power of the crowd.
Operators are waiting please call now.
Change to
If operators are busy please call again.
So I will confirm to the team you are coming tomorrow, right?
6. Principle of Liking:
Flows from positive connections,
Similarities,
Compliments,
Cooperative efforts,
Caveat:
This I found fascinating and 1000% accurate in my own Life and business experience.
Over 100 people in each country were interviewed for this test.
Question:
Under what circumstances will you help someone?
USA, has he done me a favour? Reciprocity
China, is this requester connected to my senior group - Authority
Spain, is he connected to my friendship group? Likeability
Germany, is this request consistent with rules and regulations of my organisation?- Commitment