The psychology of persuasion - Book Summary
S Benjamin recommended one book by Robert B Caildini and said that a lots of local politician are using this as an entry material to make people listen, comply and persuade people to do things their way. Be it if you use in ethically as a social calling or as a tool to manipulate, choice it up to you. But a lot of salesman had benefited from the simple 6 rules of persuading people to buy and it was highly recommended to read. So the condense 6 points of influence are as such:
The act of first giving a personalised and expected gift. By offering something upfront creates a social pressure for the customer to say yes when you are later asking for a close. Many people make the mistake of asking for something without providing enough "value" first. Making the customer felt being used.
The feeling of wanting more of those things that are less of. Sometimes it's more important to tell what they stand to lose in not getting your products over the benefit of having them.
The general feeling of following credible, knowledgeable experts on advice and instructions. A lot of time, you can be relative famous and expert in your field. Many people heard about you and generally goes to you from advice and solution.
Looking for small commitments that able to be made consistently. A research shows that it takes an average of 7 acknowledgements before a deal can be closed. Typically a salesperson will be asking many simple close-ended questions that lead you to answer with a "yes" regardless of the outcome of the question.
People tend to say "yes" to people they like. There is 3 attribute that makes people like us more. They are similarity, compliments and cooperative. Its natural with buy with a person that you like, a lot of time I will throw in entertainment value in my sales presentation to make myself comical to gain their liking.
When making a decision, people tend to look for the actions of others before determining their own. These had a big connection with peer pressure. How a lot of people picked up smoking at a young age just because the rest of the people are doing it. It looks cool and readily accepted into a new community. This is a typical example a lot of people are exploiting this method by referencing testimonials and using social proofing like the review of products before asking for commitments.