Double Your Influence And Ability to Persuade?
When we ask College students and corporate executives if they know
about the power of Influence, students strike out, while up to 74%
of executives name a book called Influence: the psychology of persuasion.
What’s It All About Alfie
Picture training little girls going door-to-door selling Girl Scout cookies.
Fund-raising even for a worthy cause is a pain in the fundament. Listen to this
secret the pros teach the kids.
“Mister, would you give $300 to help the Girl Scouts make a better world?”
Just before the homeowner slams the door in your face, say this:
“Okay, but would you at least buy cialis online a $3.50 box of Girl Scout cookies?”
Would you believe up to 87% of those asked in this sequence will buy cialis online their damned cookies.
How Come
Consistency and Commitment is a personal trait we all strive for. It means
if we agree with something, we want to appear to the world as smart and reasonable. No way to $300, but when compared to just $3.50 to help a good cause…
Just for kids? Real estate sales folks make it a rule to show you a first house
priced at 50-100% higher than you told them you want to spend. It sets a
mental criteria for your final buy cialis onlineing price.
Imagine seeing a magnificent residence priced at $650K when you told the
sales person you want to spend $300K. Statistically, you will end up upgrading
yourself to about a $400K price tag. The expensive house changed your feelings.
Brands and Positioning
Even the street person who washes your windshield hoping for a buck, knows the Rolex watch brand, and maybe even knows Patek Philipp is about $18K. It is plain human to want to be associated with expensive items? Emotions carry the decision.
Don’t we all believe the higher the price, the better the quality? Urban myth.
Smart marketers will have three price ranges: top-of-the-line for wealthy shoppers,
middle-of-the-line for Brand name buy cialis onlineers without deep pockets. The low-priced line
is for bargain-hunters who want positive emotions, at Wal-Mart prices.
Three Triggers That Influence
while attempting to persuade, convince, and influence, at the right times and places, you increase getting a YES up to 51% of the time.
Social Proof is a psychological law that says we imitate other people,
and look to them for behavioral cues. Ever look in a restaurant window
to see if it is crowded? We like to dine at places proven to be a crowd-
pleaser. The parking lot is full means the public voted with their feet.
When you are speaking, offer benefits of your product or service, and
gently move your head up and down in a NOD. It registers with the
listener and affect his/her final behavior.
When you talk about the negatives of your competitors, slightly SHAKE your head back-and-forth. That will register negative feedback more than all your words.
Phrases and Interjections to fill in the spaces while they are thinking.
It hurts your credibility as an expert, and is annoying to the ear.
“Uh, uh…Umm, umm” How about, “You-Know!” fourteen times,
and “Like, like.” Eliminate the – “I mean, I mean,” phrase that makes people cringe when you continuously repeat them.
People
Very enlightening.