5/8/2023 0 Comments The business adventuresRecommended by: Andrew Grove, Ben Horowitz, Guy Kawasaki, Jeff Bezos, Mark Cuban, Steve Jobs, and Steve Blank Subtitle: When New Technologies Cause Great Firms to Fail Additionally, Cialdini proposed a seventh principle - Unity - in his 2016 book Persuasion. Influence: Science and Practice is a newer and more rigorous version of Cialdini’s earlier work, Influence: The Psychology of Persuasion. Knowing and applying these principles can help you make more sales and close more deals - two things that are essential to growing a business. Scarcity: Items in short supply are more desirable.Liking: People we like are more persuasive to us.Authority: People rely on the opinions of experts - real or perceived - to make decisions.Social Proof: We rely on the actions of others to determine what we should do.Commitment/Consistency: People are driven to be seen as consistent in their beliefs and actions.Reciprocity: Humans naturally feel obliged to return favors.He worked “undercover” for several years in organizations reliant on sales, such as car dealerships, non-profits and MLM companies.ĭuring that time, he discovered six major principles of influence, which he explores in this book. Robert Cialdini is a world-renowned expert on the psychology of persuasion.
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