21 May #READefined 1 | Influence: The Psychology of Persuasion by Robert Cialdini
In our first ever episode of READefined, we’re taking a look at Robert Cialdini’s Influence: The Psychology of Persuasion.
Today, we are all becoming overwhelmed by the sheer amount of information at our disposal AND the choice that comes with that for even the most mundane topics. While it would be nice to think our prospects consider all the information available to them before they decide whether to say “yes” or “no,” you know from your own day-to-day experience that reality is quite different.
The truth is, we need shortcuts. We need rules of thumb to help us filter through the noise. And guess what… there’s a science to it. And, that science is the evidence-based research Cialdini presents in this book on the psychology of persuasion with six overarching principles.
- Principle 1: Reciprocity
- Principle 2: Commitment and Consistency
- Principle 3: Social Proof
- Principle 4: Liking
- Principle 5: Authority
- Principle 6: Scarcity
What if every sales rep inherited the habits of your best rep? With Costello, they do.