Robert Cialdini says that the top persuaders spend more time crafting what they do and say before the actual request than on the request itself. His friend always felt put in a difficult spot when asked for discounts, but that all changed when he started presuading his target.īefore communicating his fee, he would joke: To persuade effectively, adds Cialdini, is to Pre-Suade effectively.Ĭialdini uses the example of a friend of his in a consulting business. ![]() ![]() ![]() The amount of money people were willing to spend on a restaurant went up when the name of the restaurant was Studio97 rather than Studio17.Īn alarm system salesman was able to consistently sell more than all his competitors.observers’ estimates of athletes performances increased if the jersey’s number increased.listening to a German song made people more likely to buy German products.drawing a long line instead of a short one raised estimate for a river’s length.With that simple trick, he eliminated almost all challenges to his fees.Īnd if that doesn’t sound surprising to you, here are a few more Pre-Suasion effects: Pre-Suader: as you can tell, I’m not gonna be able to charge you a million dollar for this.
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