The Secrets of Influence and

Persuasion Tactics



SOCIAL INFLUENCE-5

 

Rule number four - Liking.

She's such a nice person, let's buy from her.


Yes, people - liking also is a deep-rooted excuse to comply. We all know that if we like someone, it's easier to do what the person wants. Good sales people do what they can to make you like you. There have been many books written on how to make people like you. Things like being a good listener. be genuinely interested in the other person's interests. Smile a lot. never talk about yourself unless you are directly asked to, and then try to steer the conversation away from yourself. It's easy. Try it, you'll see.

Questions; what is the single most important subject a person likes to talk about? Himself - that's what. You can make anyone like you if you remember that, and take the I, I ,ME, US, WE out of the conversation. Very few people are really interested in your life. Only themselves. What you will run across are people who realize this, and they make it seem they are very much interested in you. Watch out, here's another dangerous persuasion tool at work. Unless the person is a family member or you best friend, chances are they are faking it.

If the person has something to gain from liking you, such as selling you something - be particularly on guard.


This might sound cynical, but as one of the most widely used influence mental short cut it needs pointing out.


As you can clearly see by now, this can shape up to be the blueprint you need to intimidate and manipulate anyone to do what you want. You are right. This is how it's done. There is more to come, but let's review:


As a member of society we are all ruled by these influence rules. They are almost impossible to escape, if we do we won't believe anything any more. These rules also often trigger fully automatic compliance - no thinking required. And, we do like that!


Combining these rules offers the persuader weapons that have few defenses. For instance,


You are asked to donate money to a 'good cause'.


A person you like gave you a free gift - for no reason. She also told you that everyone in your office building has already donated, and the campaign will end on Friday. You don't want to be the only one not giving?


Does Amway, Tupperware, Multi Level Marketing sound familiar????? Now you know why it's almost impossible not to buy anything at a Tupperware party?

  


The point I am trying to make bears repeating. Although it all sounds so logical, the sole reason these well-known and used tactics work is that they all prey on deep-rooted, scientific, psychological human behavior. They are soooooo hard to resist, even if we KNOW what's being done here. The reactions are automatic. No need to think. It's easier to comply.


Turn the coin around, and if you need compliance, they are right there for the taking. Executed to take advantage of the influence powers that already exists within the situation, they work. Every time. This is like what they teach at martial art classes, use existing momentum to bring down your opponent.


Let's move on.



Custom Search

Influence Tactics | Influence Definition | Persuade | Persuasion Speech
Persuasion Theories | Persuasion Topics