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Download the 'Leadership 101' Book Summary in PDF for free. Then download the free PDF and read wherever and whenever you want. Mastering the Art of Persuasion,' the author shares the idea of the 'power triangle,' which is made up of three components: communication, recognition, and influence. Initially, you communicate effectively.
7 Secrets of Persuasion is the first book to take the latest scientific insights about the mind and apply them to the art of persuasion. It directly translates the revolution in neuroscience that has occurred over the last 40 years into practical new techniques for effective persuasion. Whether your goal is to persuade one person-a husband, child, or boss-or the. PDF Drive is your search engine for PDF files. As of today we have 76,150,652 eBooks for you to download for free. No annoying ads, no download limits, enjoy it and don't forget to bookmark and share the love!
A New Approach to Sales, Leadership, Marketing and Management
(Suggested length 45-60 minutes)
Leverage the Crucial Moment of Power
When your company needs that extra edge, understanding how to recognize and leverage that Moment of Power before a request can make a critical difference for your company’s sales, marketing, leadership and management.
This keynote explores the concept, rationale, and implementation of Pre-Suasion. There’s an under-recognized moment of power that comes right before a request is made. What goes into that moment can have dramatic effects our persuasion attempts.
After this presentation, learners will have the power to:
- Recognize the highly effective piece of “psychological real estate” that exists right BEFORE your influence attempts
- Leverage the pre-suasive moment before a request is made through images, words, and situations that you structure
- Implant, pre-suasively, the most persuasive feature of your message into the consciousness of your audience
- Learn the simple 2-step process to boost your success through pre-suasion
- See how the truism “Timing is everything” applies to pre-suasion
- Arrange for audiences to focus on the aspect of your communication you most want them to register
- Recognize how Cialdini’s Principles incorporate the most effective individual persuasion tactics
About Dr. Robert Cialdini,
the “Godfather of Influence”
More than a scientist, more than a speaker, New York Times bestselling author, Dr. Robert Cialdini, is recognized worldwide for his foundational research and ethical applications in the psychology of influence. He is the author of the groundbreaking book, Influence, and President of INFLUENCE AT WORK®. He is widely regarded as the “Godfather of Influence” due to years of scientific research on the psychology of influence.
INFLUENCE AT WORK® is Proud to Work With:
7 Secrets Of Persuasion Free Pdf
7 Secrets Of Persuasion (summary) Pdf Free Download Books
Clients Influenced by Dr. Robert Cialdini’s Keynotes
“He blew everybody away. They were thrilled. In fact, afterward, one of our lead people pulled me aside and said he came into this program thinking he had been oversold about Dr. Cialdini’s effectiveness. He admitted he was wrong, and ended up taking 6 pages of notes on ways he can apply this information immediately to his work. And yes, you can quote me on this.”
“Dr. Cialdini was a big hit. His message on influence is memorable and applicable across a broad range of contexts. He was the opening keynote speaker at the conference and got the conference off to a great start. One attendee remarked after his address that hearing his presentation was time and money well spent to attend the entire conference.”
“Dr. Cialdini, I was concerned that because my sales team is very senior, sophisticated, and experienced, if you did not keep their attention, they would simply walk out, get on their Treos or start taking phone calls. I was most pleased that they stayed, were engaged and, from their responses, now months afterward, found: new, useful, long-term and important lessons to make these ‘old pro’s’ even better. Mission accomplished!”
“Dr. Robert Cialdini has played an integral role in the development of our high-potential leaders. His practical insights and real-world perspectives have challenged our executives to step back and reassess their global leadership and influence skills. He provides an important link in the development of our future leaders.”
Produce Lasting, Powerful Results.
Book Dr. Robert Cialdini for Your Upcoming Engagement!
One can’t talk about influence and persuasion without touching on psychologist Robert Cialdini’s six principles. He compiled these through his own research as well as that of others, and describes them in his bestselling Influence: The Psychology of Persuasion. While they can operate at a conscious level, they all pack a subconscious punch as well.
Do something for a person with no conditions or expectation of a return favor, and they are more likely to do something for you.
Reciprocity is not a quid-pro-quo exchange, but rather a situation where one person gives something or provides a favor to another person with no requirement in return.
Most content sites like blogs and news sites do employ a form of reciprocity. They allow visitors to read both current and older content at no charge and without having to register.
When you send a prospect links to free content, free research, or offer them free advice on a problem they're facing, you're taking advantage of reciprocity. According to Cialdini’s research, this should actually work better than the much more common approach of getting first, then giving.
People unconsciously want to behave in a manner that is consistent with past behavior.
Experiments have shown that if a person performs even a trivial favor for someone, she is far more likely to perform a bigger one later. In online terms, this trivial favor could be a Facebook “like” or completing a one-question survey.
Sites that use multi-page forms exploit this principle. If a visitor clicks once, then completes a few fields, and clicks again, continuing to fill in data would be consistent with the actions they just took.
To use this principle in your selling routine, you could try making small asks of your prospect -- for example, asking for a quote on a blog post your company is writing that is related to their area of expertise.
3) Social Proof
People pay attention to what other people are doing, both consciously and unconsciously. They will choose the crowded restaurant over the nearly empty one, even though they’ll be served more slowly. That’s why bloggers trumpet their popularity when they ask you to subscribe. It’s not to feed their ego (at least not entirely); it’s to provide social proof that they are delivering information of great value.
Similarly, companies talk about how many millions of their products have been sold, or how many customers they serve, and so on -- it’s all about social proof. You can use social proof in your sales process by referencing customer case studies, third-party reviews, or even leverage willing customers as references your prospects can speak with.
7 Secrets Of Persuasion (summary) Pdf Free Download And Install
People defer to those in authority -- officials, professors, doctors, and experts in a field.
Consciously, they may follow the direction of an authority figure. At a non-conscious level, they will tend to weight the opinion of an authority more highly than that of others.
Authority seems a bit like social proof, but it’s based not on numbers but on perceived expertise, status, or power.
Psychologist Stanley Milgram's classic study showed that subjects were so deferential to an experimenter wearing a lab coat (an authority figure) that they tortured an unseen individual with electric shocks. (The screams were simulated, and in reality nobody was actually harmed in the experiment.)
Point to industry leaders or your largest customers to leverage authority. If your prospects see that established, successful individuals or businesses use your product or service, they may be reassured that it's a good investment.
People we like more easily persuade us. While some liking feelings are conscious, as with a friend, often they are so subtle we aren’t aware of them.
According to Cialdini, a key element of liking is having things in common with each other.
Hence, smart salespeople work to establish common ground with their prospects. They determine if the customer is a golfer, a football fan, a graduate of the same university, etc., to try and build likability.
A great way to leverage liking in a business context is to point out what you have in common with most of your customers. If the business sells fishing gear, a photo of the company founder wading in a stream or reeling in a fish will build liking.
Salespeople should already be familiar with this concept, as building rapport is a core part of effective selling.
The fewer there are of something, the more people like and want them. Usually, they are quite unaware of their preference for scarcity. Marketers often employ phrases like, “Only five left!” or “Offer expires at midnight!” as powerful motivators.
Travel sites have also become some of the most skilled users of scarcity -- they often display warnings like, “Only two seats left at this price!” or “Only one room left!”
To practice your powers of persuasion, download my free Persuasion Slide workbook here.
How do you use these principles in your selling routine? Let us know in the comments below.
Editor's note: This post is excerpted from The Persuasion Slide: A New Way to Market to Your Customer's Conscious Needs and Unconscious Minds and is republished here with permission.