The Science of Persuasion
by Jean-Paul Cortes
(San Jose, Costa Rica)
What Gets You To Say Yes?
Would you be surprised to discover that What gets you to say yes has been studied for well over 60 years?
Would you be even more surprised to learn that there's actually a science to the psychology of persuasion?
Yes, researchers already have in their power 6 keys that open the doors of compliance for any request you might have.
But before I share them with you, I'd like to tell you the story of a fairly well known Regent's Professor Emeritus of Psychology and Marketing at Arizona State University.
Back around the year 2000, this professor was examining the very many ways people's behaviors were influenced.
In his research, he went as far as going "undercover" for three years just to find out what persuaded folks to do what we do.
He applied for jobs. Took training at used car dealerships. Raised funds. And even worked at telemarketing companies to observe from the trenches what was going on.
What he found was fascinating...
All the available info
There probably hasn't been a time in history that we've had access to so much information. Think about it for a second. It's likely that your brain is overwhelmed with requests for its attention.
And it begs to ask. What does your brain do with all of this, stuff?
There's clearly too much of reality for you to take it all in. If you were to consciously process all that information that's coming in through your senses, you'd probably have a meltdown.
It's likely that we wouldn't be able to cope. There must be a filter. A way for us to receive, process and act on the available information.
You might know already that the professor from the story is Robert B. Cialdini. Through his studies, he concluded that in a complex world where people are overloaded with more information than they can deal with, people fall back on a decision making approach based on generalizations.
These generalizations develop because they allow people to usually act in a correct manner with a limited amount of thought and time. However, they can be exploited and effectively turned into tools by those who know them to influence others to act certain ways.
The findings in the book are backed up by numerous empirical studies conducted in the fields of Psychology, Marketing, Economics, Anthropology and Social Science. So what are the 6 keys to influence that he found?
The road to yes
Professor Cialdini laid down 6 major principles of influence, you can learn in depth in what they consist and how to use them by watching the video below. In short, they are:
Reciprocity - Give when you receive
Scarcity - The less there is, the more valuable
Authority - Follow the leader
Consistency - Because I said so
Liking - I like you, so yes
Consensus - So what is everyone else doing?
Watch the video now:
P.S. Remember to sign up to receive the free coaching tools and mini e-course.
P.S. Please feel free to share this website with your own list, friends, post it on your site, on your blog, or add it to your autoresponder. Twitter it, Facebook it, translate it. As long as you leave it intact and do not alter it in anyway. All links must remain in the article. No textual amendments permitted. Only exception is Twitter.
Any links to your own products or services, need to be done separate from articles themselves, so that your audience can clearly tell it's your own link.