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Persuasion Articles of the Week
Tag: liking
Better Sales with Stephen R. Moore
(Persuasion Play Podcast 001)
Stephen R. Moore sat patiently across from me while I fidgeted with my mobile phone. I didn’t know how my first podcast was going to turn out. I was trying to keep my nerves under control, play it cool, and not waste his time.
Stephen is a leadership and sales coach, helping corporate clients in the car industry get better customer satisfaction and results. His cooperative, Leadership3P, pulls in over $600,000 every year.
His time is valuable, to say the least.
We were already off to a rough start. My plan to
meet in a quiet library didn’t work out due to a national holiday (A sincere thank you to all of our nation’s military veterans for your service).
I hadn’t made a backup plan. In my scramble to find a new location, I chose what must have been the loudest coffee shop in miles. Continue reading “Better Sales with Stephen R. Moore
(Persuasion Play Podcast 001)”
Building Rapport for Fun and Profit
We choose help people that we like, people that make us happy.
We like people that are similar to ourselves. People that remind us of our best attributes.
Therefor, if we want to be persuasive, we must be likable.
As humans, we mirror one another’s behavior. We reciprocate emotions and we reciprocate favors.
To be persuasive, you Continue reading “Building Rapport for Fun and Profit”
Three Types of Liking: People Liking Consumables (Part 3)
You like things? I like things! It’s hard not to, am I right?
Liking others, and being likable, is essential in the art of persuasion. People don’t help or support those they dislike.
But what if the things that someone likes aren’t capable of reciprocating that affection? They’ll forever support that, too.
People will dismiss an opportunity for improvement or learning if it means they might have to question their behavior… or their access to a favorite treat.
I could never eat healthy — I like cookies too much!
I love my morning Frappachino!*
Well, I don’t smoke that much.
This represents the most insidious of all the Liking: Consumables. Food, soda, beer, drugs.
*It’s 2017 — is Frappachino still a thing? Continue reading “Three Types of Liking: People Liking Consumables (Part 3)”
Three Types of Liking: People Liking Brands (Part 2)
I decided long ago that I like Coca Cola products.
First, I enjoyed the flavor of Coke. That sweet, sweet fizz… Soon I “liked” everything the company produced. I advocated for Coca-Cola products of all varieties, even the ones I didn’t drink!
By extension, I decided I didn’t like Coke’s rivals. I avoided them, to match my new public identity.
Cognitive science has demonstrated that once someone publicly announces a position on a topic, that person rarely changes his mind. Any new evidence or challenge against that believe will backfire, causing the believer to dig in deeper.
Think about it — how many arguments have you really won? People almost never change their minds! Continue reading “Three Types of Liking: People Liking Brands (Part 2)”
Three Types of Liking: People Liking People (Part 1)
You like cake? I like ice cream, although I’m flexible.
They’re both desserts. They fall under the same utility in classic Economic Theory, meaning they serve the same purpose: dessert!
Yet we all know that people have different tastes and preferences. Even economists understand that we like different things, which can make economic models complex!
In his book Influence, Robert Cialdini identified liking as one of his six (now seven) principles of persuasion.
If we want to persuade and influence people, it’s important that we’re liked and that we like others. It’s essential.
No one wants to help the jerk.
But in the age of Social Media, what does it mean to “like?”
Continue reading “Three Types of Liking: People Liking People (Part 1)”
The Ten Dollar Guarantee I Won’t Return To This Restaurant
Within 5 minutes of sitting at our table, our first waiter spilled a full glass of white wine onto the lap of the man next to me. The waiter apologized to Stan, bringing towels.
But never a new glass of wine for Stan’s partner.
And it gets worse. But let me back up for a moment. Continue reading “The Ten Dollar Guarantee I Won’t Return To This Restaurant”