persuasion

7 Ways To Be the Most Interesting Person in Any Room, and More – Roger’s Picks

Consider this a double-dose of Roger’s Picks since we missed the previous week’s wrap-up… And, if YOU found a compelling article or blog post this week, add it in a comment!

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Save Time, Persuade with Rhyme!

What’s the most famous quote from the OJ Simpson “trial of the century?” Those of us old enough to have watched it on TV, or at lease followed the news accounts, would no doubt come up with, “If the gloves don’t fit, you must acquit!” This phrase, or a variation of it, was used by Simpson’s lawyer, Johnny Cochran. During the trial, Simpson made a show of struggling to fit into a glove linked to the murder. Simpson was acquitted, of course, and Cochran’s defense earned most of the credit for that outcome. 

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Make a Crazy Request, Close the Deal

When salespeople hope to close a deal, they may try doing favors for the client. In fact, scientists who study human behavior know that the opposite strategy can work: if you can get someone to do YOU a small favor, they are much more likely to grant a bigger one. This has been shown to work in many situations, including one experiment in which people agreed to have a large yard sign installed after first accepting a small window decal. A favor as simple as answering a request for the time of day can lead to granting more complex favors.

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Don't Sell, Seduce!

Emotional ads are processed quite differently by the brain than those that appeal to logic, according to a new study published in the Journal of Neuroscience, Psychology and Economics shows that . That might seem like old news to Neuromarketing readers, but the experimental approach was somewhat different than past efforts in this area.

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Confidence Beats Competence

What are the ideal characteristics for a person in a sales position? Great people skills? Strong product knowledge? Add confidence to the list. Continuing a discussion started in Convince With Confidence, there’s more evidence that the average person finds a confident demeanor persuasive, even when the confidence may mask a lower level of competence.

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Flattery Will Get You Somewhere

Many people buy into the old axiom, “Flattery will get you nowhere.” Neuromarketing readers, though, are an exceptionally bright and discerning group, and have no doubt already anticipated what comes next: new research shows that even when people perceive that flattery is insincere, that flattery can still leave a lasting and positive impression of the flatterer.

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Convince with Confidence

by: Roger Dooley

Is it better to know your stuff, or act like you do? If you are in the business of convincing other people, whether as a consultant, salesperson, team member, or almost any other position that requires others to believe you, it pays to be confident. Don Moore from Carnegie Mellon’s Center for Behavioral Decision Research has published new research showing that confidence even trumps past accuracy in earning the trust of others.

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Personalization: Post-Its and Beyond

by: Roger Dooley

Have you ever received a printed invitation to, say, a charity fundraiser, and found that someone you know on the organizing committee had hand-written a short note encouraging you to attend? (Or sat in a room with other people actually scribbling such notes, periodically asking questions like, “Who knows Elmer and Dolly Pennington?”) It turns out that this activity has some good research underpinnings, and may point the way to boost success rates in a variety of marketing endeavors.

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Small Favors, Big Success

by: Roger Dooley

Most of us need to persuade people that we don’t know personally to do things. A salesperson wants to close a deal. An office worker needs to persuade the new computer guy to fix her computer first. A fundraiser wants to get a potential donor to make a pledge. Our natural instinct in such situations is to avoid asking the individual we want to persuade for any favors other than the one that’s important to us.

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Yes! - Bite-Size Persuasion Techniques

by: Roger Dooley

Book Review: Yes! 50 Scientifically Proven Ways to Be Persuasive by Robert Cialdini, Noah Goldstein, and Steve J. Martin

Yes! 50 Scientifically Proven Ways to Be Persuasive is a fantastic book that’s chock-full of tips that turn research findings in behavioral psychology, social science, and related areas into tips to make us more persuasive in our personal and professional lives.

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