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Atricle Dump - Online Training on Autopilot Series: Persuasion Through Influence, Part 1 of 4
If you type into the search engines the phrase ‘cleaning tips’ you get a choice of something like 14,800,000 websites to choose from and many of those websites will redirect you to scores of other websites. There are specific sites that are dedicated to giving hints, advice and tips on a variety of topics with seemingly no vested interest. Many of these tips are useful. However many cleaning companies include on their websites a cleaning tips page. I would argue that many of these are useless both to the visitor and to the company.Why do they do it? To attract more visitors to their site? To gain more customers? The purpose of the website is to provide information to potential customers on the services and products the business provides. Every visitor should be a potential customer. If a visitor leaves without making an enqui
Second is scarcity. People will try to seize the opportunities that you offer them that are rare or dwindling in availability.
Third, authority. People will be most persuaded by you when they see you as having knowledge and credibility on the topic.
Fourth, commitment. People will feel a need to comply with your request if it is consistent with what they have publicly committed themselves to in your presence.
Fifth, liking.
A long time ago, I bought a piece of mountain land for future use. I intended to build my getaway cabin on it. The salesman was sure to tell me how good an investment it was, because land in the area was increasing in value. That was the justification I needed to buy what I already wanted. But what he also did is the basis for this piece.He suggested that I buy two, "since it was such a good investment." I did.Most of us have pulled into a fast food outlet to buy a sandwich, and invariably been asked if we would like something to drink with it. This is done because it works.Furthermore, side orders and drinks are the items that generate a majority of the profits, especially when one of us buys a $.99 sandwich.Actually, the fast food worker should not ask us if we want a drink, but rather what we would lik
Influence is the process of changing someone’s behavior.
To persuade is to alter someone’s attitude or beliefs.
Are the two similar in nature? Sure. But they are not the same and often times many people confuse the two.
While persuasion can be a tool to create influence, as an employee – influence is far more important. Having less customer complaints and higher sales can only come from a positive change in the customer’s behavior.
Here’s something interesting – there is an old wives tale that the ability to influence is a character attribute some possess and others do not. It’s true for some people; the power to influence comes naturally. However there is good news for everyone else. There’s been research conducted over the past 30 years that indicates virtually anyone can apply the principles of influence to change the outcome of any personal interaction. This research is based upon extensive observation of leading salespeople inside a wide variety of industries. By studying individuals in sales situations, scientists have been able to identify certain patterns of behavior and speech that increase the likelihood of someone saying yes to a request.
How Understanding the Principles of Influence Can Lead to Employee Loyalty.
According to Robert B. Cialdini PhD, there are 6 universal principles of influence. Today, in this field, Dr. Cialdini is the most-cited living Social Psychologist in the world. Additionally, he has a reputation as the seminal expert in the science of influence. Dr. Cialdini's bestseller, INFLUENCE, has been published in 20 different languages and in 23 different countries. It has been consistently ranked in the top one percent on AMAZON.com.
The Principles of Influence.
First, reciprocation. People give back to you the kind of treatment that they have received from you.
Second is scarcity. People will try to seize the opportunities that you offer them that are rare or dwindling in availability.
Third, authority. People will be most persuaded by you when they see you as having knowledge and credibility on the topic.
Fourth, commitment. People will feel a need to comply with your request if it is consistent with what they have publicly committed themselves to in your presence.
Fifth, liking. P
I was recently approached by a transportation company owner, I will call her Beth. Beth and her business partner both have adult sons that they would like to take over their business someday.The partners named both sons Fleet Managers about a year ago. Beth’s son has proven to be very good at the job. He manages the people and equipment well and is very reliable. Beth’s partner's son is another story. His work habits are terrible and he often doesn't show up for work at all. The staff jokes about what time he will call in on sunny days. He has shown no signs of improvement in the last year. Beth didn’t know how to approach her partner and seemed genuinely surprised by my response to the scenario. I simply said:He’s not ready.Many people have missed opportunities because they were not ready for them. I suspec
Here’s something interesting – there is an old wives tale that the ability to influence is a character attribute some possess and others do not. It’s true for some people; the power to influence comes naturally. However there is good news for everyone else. There’s been research conducted over the past 30 years that indicates virtually anyone can apply the principles of influence to change the outcome of any personal interaction. This research is based upon extensive observation of leading salespeople inside a wide variety of industries. By studying individuals in sales situations, scientists have been able to identify certain patterns of behavior and speech that increase the likelihood of someone saying yes to a request.
How Understanding the Principles of Influence Can Lead to Employee Loyalty.
According to Robert B. Cialdini PhD, there are 6 universal principles of influence. Today, in this field, Dr. Cialdini is the most-cited living Social Psychologist in the world. Additionally, he has a reputation as the seminal expert in the science of influence. Dr. Cialdini's bestseller, INFLUENCE, has been published in 20 different languages and in 23 different countries. It has been consistently ranked in the top one percent on AMAZON.com.
The Principles of Influence.
First, reciprocation. People give back to you the kind of treatment that they have received from you.
Second is scarcity. People will try to seize the opportunities that you offer them that are rare or dwindling in availability.
Third, authority. People will be most persuaded by you when they see you as having knowledge and credibility on the topic.
Fourth, commitment. People will feel a need to comply with your request if it is consistent with what they have publicly committed themselves to in your presence.
Fifth, liking.
Your approach to marketing may be what I call the ‘Grudge Approach’. You know in your heart of hearts that you need to do it, but you object to it, almost in principle, and you begrudge the time and effort it will take. So you don’t market your practice at all, or at best you put together a rather hastily planned and non-effective leaflet every few years, and when that doesn’t bring in any clients you say, “There, marketing just isn’t effective.”I know what the Grudge Approach to marketing is all about, because I was an expert practitioner of it for many years!So the first step is to change your mindset about marketing. The first step – as so often in complementary medicine, as well as in life – must come from within.Ditch the false and self-limiting belief that marketing is somehow unprofessional, dirty (it’s t
How Understanding the Principles of Influence Can Lead to Employee Loyalty.
According to Robert B. Cialdini PhD, there are 6 universal principles of influence. Today, in this field, Dr. Cialdini is the most-cited living Social Psychologist in the world. Additionally, he has a reputation as the seminal expert in the science of influence. Dr. Cialdini's bestseller, INFLUENCE, has been published in 20 different languages and in 23 different countries. It has been consistently ranked in the top one percent on AMAZON.com.
The Principles of Influence.
First, reciprocation. People give back to you the kind of treatment that they have received from you.
Second is scarcity. People will try to seize the opportunities that you offer them that are rare or dwindling in availability.
Third, authority. People will be most persuaded by you when they see you as having knowledge and credibility on the topic.
Fourth, commitment. People will feel a need to comply with your request if it is consistent with what they have publicly committed themselves to in your presence.
Fifth, liking.
"What should I sell? What products are hot selling?" These are the questions most people are trying to find an answer in order for them to make the definite decision. And if we really want to know the answer to this question, our only choice is to do some research. There are all kinds of twists along the road that may lead you to think you have a high-demand idea. We must be able to understand and satisfy the need, wants and expectations of our customers on a certain product that they’re trying to buy. This three are called the basic needs or minimum requirements in a purchase. Needs are the basic reasons or the minimum requirements consumers are looking for in a product or service. They are called the qualifying or “gatekeeper” dimensions in a purchase. Wants are the determining dimensions among many choices. Expectations, on the o
The Principles of Influence.
First, reciprocation. People give back to you the kind of treatment that they have received from you.
Second is scarcity. People will try to seize the opportunities that you offer them that are rare or dwindling in availability.
Third, authority. People will be most persuaded by you when they see you as having knowledge and credibility on the topic.
Fourth, commitment. People will feel a need to comply with your request if it is consistent with what they have publicly committed themselves to in your presence.
Fifth, liking.
What's the biggest bottleneck in any business? Besides sales, this often overlooked feature of any business could be causing you lost sales and your long term success. Use these tips to reduce the most costly (and annoying) bottleneck with businesses today.Imagine for a moment that you have just spent a small fortune on marketing...you have a sale that you want to advertise and you have produced full page ads in the local newspaper setting you back $20,000 a day, sent out thousands of flyers, produced signs, sent out press releases and you even went on TV.The big day arrives and a flood of people enter your store. You look at the people clawing at each other to buy your goods, while you eagerly wait to count your profits.Then something bad happens...A cashier decides to take a break to talk to his girlfr
Second is scarcity. People will try to seize the opportunities that you offer them that are rare or dwindling in availability.
Third, authority. People will be most persuaded by you when they see you as having knowledge and credibility on the topic.
Fourth, commitment. People will feel a need to comply with your request if it is consistent with what they have publicly committed themselves to in your presence.
Fifth, liking. People prefer to say yes to your request to the degree that they know and like you.
And finally is consensus. People will be likely to say yes to your request if you give them evidence that people just like them have been saying yes to it.
Now before we jump into each of them and explain how each one can transform the way you currently train and communicate – it’s important to understand that not everyone uses them optimally. In his own research, Dr. Cialdini was able to detect three kinds of influence practitioners. There are bunglers of influence, there are smugglers of influence, and then there are sleuths or detectives of influence.
Bunglers are the people who fumble away their chances to use the principles in a beneficial way, either because they don’t know what the principles are or because they don’t know how to engage them properly. These people are always dropping the ball when it comes to the influence process.
Smugglers, on the other hand, do know, quite well, what the principles are and how they work. But they import these principles into situations where they don’t naturally exist. An example would be a salesperson who pretended to be an authority on a particular computer system in order to get a customer to buy it. Although the smuggler’s approach often works in the short run, it’s deadly in the long run. Because only one person (the smuggler wins). The customer, who gets fooled into buying the wrong system, will be unhappy with it and will be unlikely to ever return to that salesperson or dealer for future business.
As a trainer – the smuggler would be the trainer who “passes the buck” of knowledge – never taking the time to understand the true goal of what it is they are trying to teach. Whether it is in understanding the company’s goals, or keying in on how the information they are teaching will be used in the workplace or at a customer’s office... the smu
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