![]() ![]() 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. 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. 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. This a chapter summary of “Pre-Suasion” Pre-Suasion – An Introduction Cialdini wrote it after “Influence”, yet he says you should probably read “Pre-suasion” first. His previous book, Influence, is the biggest seller in the psychology of persuasion.Ībout Pre-Suasion: “Pre-Suasion” is divided into three parts. Hold the attention to favorable aspects, without any comparison and new information, and you’ve won half the battleĪbout The Author: Robert Cialdini, is almost a household name and he’s one of the most well-known experts when it comes to the psychology of persuasion.Pre-Suasion is all about channeling your prospect’s attention to favorable aspects of your pitch (or yourself).The top persuaders focus on what they do and say before the request rather than the request itself (ie.: they focus on priming). ![]()
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