The highest achievers crafted before making the request .
Thinking about a big number before dinner raises the amount they are willing to pay. Say $1,000,000 before a negotiation
Act in a way that associates you with someone in which you trust
Fire alarm salesman acted like he forgot his book in his car while the couple was taking a test … He “let himself in and out” of the house which builds trust because, who lets people in this house on their own? People you trust …. This shows the strength of pure association with others.
Owing to the demands of the moment … there was no acceptable way to say no – this was after he did something for someone else … he then asked for a favor. No way to say no.
People usually look for hits to confirm than non-confirming hits – how psychics work.
Are you unhappy makes you find an unhappy moment … instead ask, how happy are you?
Ask a single-chute question, are you adventurous? Nearly 97% of people replied yes … Who wants to say no? Then ask for an email address to try a new sample. This works in comparison to, can I have your email address.
People have busy lives, they often satisfice … aka, give them just 1 choice and chances are they will take it.
A task prefaced with the word Valentine sparked more ‘yes’ by males because we are wired for sex and survival. This comes from the story of women approaching men in the street, asking where Valentine street is, then asking for help. This was PRE-SUASION.
A women in the market for a romantic partner will stare at attractive people longer than someone who is not. This became the number 1 test if a couple would stay together or not, how much they were aware of hotties around them.
After 9/11, people didn’t fly… They instead drove. This is a deadlier way to commute and subsequently, 1,600 additional people died. In London, after a subway attack, bike sales spiked.
Negative side-effect ads work better than positive impact adds (show black lungs to smokers).
Change draws immediate attention. We flock towards it. Consider Pavlovs dogs who wouldn’t salivate when an extra person was in the room. The dogs survival instinct of determine the threat to survival overcame his immediate hunger.
A couch was being beat in a survey, so they added 3 other couches that were slightly different but inferior … When distinctiveness was brought into site, the couch again won the survey.
Employ this opener: say you, the predisposes your audience towards a full consideration before they hear it.
Speaking or presenting directly before or after the key/main person is subject to the NEXT IN LINE EFFECT … The don’t fully listen because they are rehearsing what they will say/reflecting on what they did say. Optimal spot then is IN VISUAL site across from him and after he had a chance to settle in.
Beer Garden: memorize all the tables plates is doable for some WHILE serving, but hard to after. Why? During the task, your cognitive functions are drawn to it, but when the task is complete, you don’t focus on it and you forget. Our attention will remain drawn to things unclosed and we’ll feel a discomfort to get back.
Commercials played and then later tested for recall-ability … Commercials cut out 5-6 seconds before their natural ending were recalled better. Even better, they were recalled 2-3 weeks later as well, showing the power of lack of closure.
Women’s rating on men were most attractive when they were unsure about how the men felt … Aka the unknown held more weight in ones mind and we know that attention makes it seem more worthy of attention. These guys were the most attractive.
Don’t finish a project, let the closure and unfinished aspect of the task drive you to close next time. The author starts his classroom with an unfinished story to increase effectiveness.
Great books begin with a mystery, or some kind of ‘grab you by the collar’ story to pull you in. These mysteries and stories garner attention.
A counter-argument holds you in higher status since the original person and topic now is trumped … They look un-trust-worthy and you are likely to hold that title
Why is the Mona Lisa so famous? It garners tremendous attention; is it smiling? Why is it smiling? Etc
Compliment the metaphor, “someone walks out” so to fill the void, “and this item walks in”
Warm coffee makes people feel warmer and more secure, they are naturally prone to feel better towards you – safer
Heavier clipboard metaphorically indicated seriousness, importance, and effort
Use words to trigger a mindset
People like a perceived connection, they feel more welcome and connect … Same bday, same name, etc … Find a connection
Women who took a test with “am I dumber that a man” stigma, it hurt their ability to test because: they get anxious (forget what they know), they feel complicated problems are a self-issue rather than a test issue, diverts attention from test (can miss easy details)
Ask women to document a time when they had an emotional connection …
Ask for numbers or favors on sunny days – when people are in good moods
People break down when they are tired … don’t make in depth decisions
Giving someone a gift increases their willingness to help? Give small gifts
Flattery is so powerful, it has an effect on people even when it appears to have an ulterior motive.
Buffett wrote a letter that placed his weakness first (which instilled trust) then described how he would talk to his family.
People want to trust others.
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