Would you believe people are much more likely to agree to your requests if they contain the word because? This was one of the many interesting findings from Influence: The Psychology of Persuasion (Collins Business Essentials) by Robert B. Cialdini, Ph.D. Even more interesting is that the reason given doesn’t have to be valid. People are more compliant when given ANY reason. The example used in the book was a person asking to cut in line for copies. Using the reason “because I need to make copies” was good enough to increase the chances people would agree! It’s not even a reason since if you want to use a copier it is always to make copies!I really enjoyed this book and will be periodically sharing some of the influence tips and suggestions to counter them as many sales people will know the strategies that can separate you from your money.
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