Influencers from Around the World – The Principle Of Liking With Real Estate Agents
This month our “Influencers from Around the World” post comes from Marco Germani. Marco is a native of Italy and lives in Rome. A skilled practitioner of influence for decades, he even wrote a book on the subject in Italian. In this post he explains how the principle of liking can impact the sale. Brian […]
Is Persuasion Just Common Sense?
“Persuasion is just common sense.” I’ve heard that from people countless times over the years when I share a little about the psychology of persuasion. I think the reason people reflexively say that is because it’s easy understand everything I tell them. Nearly everyone can think of a time when a principle of influence was […]
The Right Comparison Can Make All the Difference in Persuasion
Have you ever run five miles? That’s not easy to do if you’re not in shape. How about this — have you ever walked five miles? That’s not as hard as running but can be taxing depending on your fitness level. Do you think it would be more tiring to walk in 70, 80, or […]
The Southwest Airlines Love Affair is over and it’s Completely Irrational
Yes, you read that correctly; my 12 year love affair with Southwest Airlines is over and truthfully, it’s irrational on my part and Southwest’s too. Perhaps you could say we have irreconcilable differences. Dan Ariely, author of Predictably Irrational and The Upside of Irrationality, uses studies from behavioral economists to prove we humans are not […]
8 Simple Phrases to Become a More Persuasive Salesperson
I think it’s safe to say the easier something is to remember the more likely you are to act on it. State Auto’s Chief Sales Officer Clyde Fitch drove home this truth during his tenure with the company. Clyde had many memorable sayings we affectionately called “Clyde-isms.” He used these simple messages to drive home […]
