Hey everyone, welcome back to another episode of Wise Words Book Summaries.
Today we will be summarising the first half of 'Influence' by Robert Cialdini.
This book is heralded as the bible of persuasion and influence in sales despite being a psychology book.
It has some amazing insights and is laid out in a simple and understandable way. Cialdini uses much scientific research to back up his claims while communicating them in a clear and comprehendible manner.
The book highlights 6 influential principles that are effective due to the way our psychology is designed. In each of these chapters, Cialdini provides scientific support, examples of salesman taking advantage of these psychological proclivities, and how to override them.
In this episode, Jes and I summarise the first three, reciprocity, commitment & consistency, and 'Social Proof.'
We hope you enjoy this episode and do make sure to tune in next week when we summarise the remaining three principles. Also please do show us some love by leaving us a like, a comment, or subscribe to our channel so you can be made aware of when we release another episode.
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Chapters:
00:00:00-Intro
00:00:17-Opinion and Overview
00:05:59-Compliance
00:08:41-Motivations for Persuaders
00:10:47-Weapons of Influence
00:17:48-Contrast Principle
00:21:01-Reciprocity Principle
00:37:11-How to say no
00:38:33-Commitment and Consistency Principle
00:57:02-How to say no
01:02:04-Social Proof Principle
01:11:02-Pluralistic Ignorance
01:19:35-How to say no
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