Influence
Robert Cialdini

Summary

Really wish I took more notes on this book, because it’s a favourite of mine, especially if you’re in sales (and who isn’t really?). Gives you some great tips on how to sell better using people’s behaviour with interesting real world examples

Rating: 5/5

Notes

Authority figures, nicely dressed suit makes people follow you

Ask yourself is someone is a true expert in the situation

Opportunities seem more valuable when they are limited

Time pressure forces people into making quick decisions

Newly experienced scarcity is more valuable than consistent scarcity (Adele)

Parents who are more consistent in disciplining their kids are less likely to get a reaction vs. if they sometimes allow their kids to do something

If in competition for a resource, we tend to act impulsively and pay more (or act emotionally rather than logically)

Employ reciprocation (give something away) and people will always want to give back

Consistency: making a decision and sticking with it

Social proofing: let people know that others are interested

Liking: people who feel similar to us and that do something makes us more likely to do it

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