How to Get People to Say Yes: A Psychology Professor Explains the Science of Persuasion | Inc.
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- čas přidán 20. 01. 2019
- Robert Cialdini, author of Pre-Suasion, describes to Inc. president Eric Schurenberg the most important factors for influencing people.
#Persuasion #Psychology #RobertCialdini
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6️⃣ Main
1️⃣ 03:22 +42% Reciprocity.
2️⃣ 03:49 Likeability.
3️⃣ 04:17 Authority.
4️⃣ 04:33 +13-20% Social Proof (Popularity).
5️⃣ 05:52 +50% Scarcity.
6️⃣ 06:22 +18% Consistency (Commitment).
1️⃣1️⃣ Complementary
7️⃣ 08:10 Framing (Comfort vs Cost).
8️⃣ 10:42 Military (Individual vs General Strategy).
9️⃣ 13:13 Focus ≠ cause.
1️⃣0️⃣ 15:25 False confession.
1️⃣1️⃣ 18:54 Fear = Abundance (Group)
1️⃣2️⃣ 20:28 Attraction = Scarcity (Individual).
1️⃣3️⃣ 21:32 Mistery (Cliffhanger, "Need To Close").
1️⃣4️⃣ 24:12 Authority (Counterargument).
1️⃣5️⃣ 25:37 Environment (Out Of The Box).
1️⃣6️⃣ 27:06 +27% Place Attraction (Flower Store).
1️⃣7️⃣ 29:40 *3 Togetherness.
1️⃣8️⃣ 31:49 Focusing illusion = Anchoring (attention overvalue).
Extra
Combine
1️⃣&2️⃣...
Great Job
Ur the GOAT 🐐, thanks my G
Beautifully done. Thank you
Thank you sir XS
Thanks
6 Universal Principles:
1. Reciprocity - People want to say yes to people who have given them something first
2. Liking - We prefer to say yes to people we like (do this by finding commonality with opponent)
3. Authority - We say yes to people who are competent/experienced
4. Social Proof - If our peers are doing something, we think it's a good idea too ("this is our most popular item" boosts sales)
5. Scarcity - We like something that is rare, not easily accessible
6. Commitment & Consistency - If we asked people to take a step towards us, they continue to because they've already invested (eg. doctor's office with scheduling)
Thnx
😊 thanks
Appreciate it !!! Aris
Thank You
Thanks
Look at his body language, He keeps eye contact throughout the session along with changing his voice tone high up and low. He also use hand gestures to make it for interesting. By doing all above things he successfully persuaded the interviewer to listen & believe what he was saying, the interviewer leans forward toward him and he too keeps eye contact throughout the interview.
You fell for that horse shit? Bruh.
@@Miamitalentg You're here too, aren't you? :)
Yet his over surgically enhanced face and his fake friendly persuasion is abhorrent to anyone with intuition.
@@Wanderersays 6
8
8
@@raquelreich4690 How can I decipher that? :)
6 universal principles .... reciprocity, likability, authority, social proof, scarcity, and consistency
Dear Ben Patton --- I once had one of Mr. Cialdini's books in my personal library, but then I lost track of it. I am a big fan of R. C. I have to wonder if you are related to the General himself, George Patton! How PERSUASIVE do you think George was as a high-ranking general in the U.S. Army? I'm guessing he was darned persuasive, wouldn't you? I'm wondering what your experience has been playing the persuasion game? Does your ability to make money, is it related to how persuasive you are when you are talking to people about whatever it is you have to offer the marketplace? I'm guessing that it is. I am a Christian pastor. Can you think of any line of work in which it behooves the "persuader" to be as persuasive as possible with respect to the person you are talking to, than being a Christian pastor? On top of that, I believe I have the gift of evangelism! That obviously means that a good portion of my time is devoted directly to "persuading" the person I'm talking to, to accept God's offer of salvation. --- Pastor Jack Barker
Thanks Ben!
And Botox
Online Income Police he was looking for likability 😂😂😂
@@jackbarker3329 mom says that when I see someone use words like "darn" on the Internet I have to tell her so she can make sure they get into trouble. You have broken my little heart :'(
Anybody building an algorithm? You're at the right place
OMG, this interviewer is a pro he is so interested in what this expressive man has to say, very good interview both sides...
I have been looking for this comment. Notice how the interviewer follows him. Bob is great at persuading no doubt but the interviewer is smart and strategic with his questions. He is a pro, notice how He asks pertinent questions that will steer Bob to talk more😃😃😃😀
Accept Jesus Christ as your Lord and Savior and you will be saved. John 3:16 (share the good news of the gospel around the world!) Have a wonderful day/night, may the LORD bless you all, and farewell!,.,,,,,
What a time we live in one guy can stand out so much for actually knowing how to do their job and competently well, that we all pause to admire him for just doing his job. A sad commentary on modern interviewers.
@@jimba6486 true, these days mediocrity is the norm.
Yep it's so bad "these days". Wonder how competent medieval peasants we're at interviewing, basic rhetoric or reading...
I spent 4 days on a course with Bob Cialdini some years back. He's one of the kindest, most sensitive people I've ever met. His book is a fascinating read. Well worth it.
this comment has pre-framed 13.5% skeptics into book buyers.
what is the name of the book?
@@liliparodicoachensaludynut7643 "Influence: Science and Practice"
What about the talibán? Damn liar
@@healthyfood661 thx
Persuasion is one of the most important tools in life.
Couldn't agree more!
@@incmagazine to À
Especially when your trying to get laid
But not the "most" important.
I agree.
"nothing is as important as you think it is, while you are thinking about it." - I need this guys book pronto!
I have no real interest in the persuasion industry, but the psychology behind all this is truely fascinating.
I turned into this video reading the word psychology first.
Well, for one - it helps you to protect yourself against the persuasion industry...
The more we know about the psychology of persuasion the less likely we will be manipulated by the sales industry etc
Sales is persuasion, persuasion is selling. You are reading persuasion with a negative association.
Then I advise you to look/think deeper. What's a job interview if not a sales call by the applicant?
As a long-time sales trainer and having used Bob's ideas in countless ways, I can tell you that you will learn more about selling from his insights than you will from most other so-called sales trainers. My advice is to listen very carefully, make notes and then go back and ask yourself, "how can I apply this?". Try one idea and see what happens.
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How would you use these ideas to get help Medically? ive basically had doctors tell me my pain is just in my head, and ive had others tell me they believe me, but there isn't much that can be done. what would you do?
The amount of value in this video is insane!
The whole thing about making people write down their appointment as a social proof doesn't include how it could just easily be from the act of making the person write it down, you remember something much better when you write it down versus hearing it (the person writing it for you and handing it to you).
Rare to hear this precious conversation which can appliciable to our life.Thank you both of you so much, sir.
Cialdini is a legend. Read his first book in my 20's. Amazing book, in my top 10 reads.
Alot of these kinds of books and presentations are good because they help remind us old sales people of sales tips-tools we have forgotten and they keep us sharp. This is groundbreaking info. Not only that, but he backs it up with factual examples. I'm going to have to watch it again, take notes, then think of ways to implement these tips into my own industry to help my customers.
Is is one of the few videos that's worth every second of attention. Thank you for keeping things focused on the spread of information, rather than personal stories or self-promotions.
My appreciation for this content, love being educated
What's focal appears to be causal. Brilliant! Thank you for the presentation.
2021... I can't get enough of this man. Marvellous!
absolutely brilliant, what intelligent people. i enjoyed the flow of conversation and how he immediately had a response for every question and didnt have to think hard about it. brilliant! i learnt a lot
I love those teacher or anyone who are exited to teach us something new
I don't know how I even got here or why it was in my suggestions but I'm glad I stayed. That was awesome and very informative. I'm an entrepreneur and this I feel like this info will fill in the gaps of what's missing in my small business.
I was distracted by the Botox comments for awhile, lol. What’s your business? I’m learning to apply for my business too.
WOW, I learnt so much, so many great strategies and tips and I felt like I had a long great seminar and it was only 34 minutes and jam packed with powerful tips.
Mr Cialdini, my heartfelt thanks for your , passion and genuineness in sharing. So much wisdom, eye opening, thx again. The interviewer Mr Schurenberg is very professional never interrupt or talking too much. Big thx too.
Exceptional interview. Bob you’re a real go-getter. thanks 😊
Great interview. Excellent content & advice from Dr Robert Cialdini!
I finished this video with the realization that the things he's talking about are most probably not as important as he's currently persuading me they are. This is too meta for my brain
i think he did
Lol
Momera lollsssss
No, they’re important as hell trust me. I know
Nah you're just right. That's the end of the thought, you being correct lol.
His passion for what he knows. WOW!!! Just ordered my copy.
Applause, this Professor should be adopted in every school and every book related to company management.
I could’ve listened to you guys talk for 12 hours straight. Amazing interview and such valuable information.
Wonderful clip indeed.Thanks a lot to both the questioner and the responder as well. 👍
This is some of the best information I’ve found on CZcams yet even from all the great people that I follow and listen to
I love the way you present this subject. Thank you.
Influence really opened my mind, Robert you're a true genius brother!
Excellent interview, Inc. I have to say that most interviews I see I race through and pick things up. On yours, I watched it all, paused and even rewound. Its was so good. I found Professor Cialdni's answers short and useful (contrast with some other academics that take you into a deep hole) and Eric Schurenberg's questioning technique was absolutely first class in homing in on the most important parts of the research being discussed. Great video. I learnt such a lot form it! Thanks for posting.
his books are just as good
Robert caldini is an amazing man to listen to. His study's are what make the world go round in my opinion.
I'm an "influencers" nightmare. I know what I want. No one can sell me anything that I don't want or need and I need very little and what I want is usually very specific.
BUT check this out, I realized that I'm STILL manipulated and influenced to buy these things that I think I need and want but truthfully I don't!
So who then is "selling" me these things you ask?
The mind! The mind will ALWAYS keep you wanting and needing. It's the ultimate salesman!
Few people on earth can say no to the mind. 😎
I could listen to this over and over and gain increased awareness each time. I am so thankful for such knowledge.
This is what I LOVE! Formulas/algorithm tactics... Learning frameworks.. I have grown to love psychology in so many ways... It began with Tony Robbins introduced me to Neuro Associative Conditioning but pre-suasion is a whole different animal.
Robert Cialdini is by far the best out there. Read all his books. He the monster of influence.
As a behavioral scientist you have successfully kindled an interest in these concepts!
Preach Brotha, Preach! This information was gangsta! Loved every sec, thx Prof!
That was very interesting im going to use some of these brilliant ideas.
Exactly a year after posting and here I am. Not a mere coincidence. Very useful information. I'm so glad
This is a masterpiece
OHH MAN, ....... THIS IS BEST SESSION ON MARKETING AND SALES EVER I HAVE UNDERGONE.
Absolutely fascinating! Thank you so much for this valuable information
it's so good it needs a rewatch
Thanks a lots for both of you. Required to be viewed many times
Thank you so much for this!
thanks for posting
What a fascinating interview. So much useful and interesting knowledge! I bought this book right away after this. Thank you for this interview. Excellent guest and interviewer and so appreciated! Fantastic!!! Amazing! So great!
I love vids that gets straight to the point and this interview does that. Fantastic Info!
Nike keeps telling us everytime!
6 universal principles .... reciprocity, likability, authority, social proof, scarcity, and consistency
Nike keeps telling us everytime!
such a humble, calm personality
That guy is packing some serious meat. Really brought his power package for this one.
😂😂😂😂
Focal is causal
It's surgery
🤣🤣🤣🤣
That's funny. I'm still laughing. Thank you. That's his how to get laid package. I'm going out tonight with a cucumber down my pants. Wish me luck!
Finally a very usefull video that does not waste time and its packed with value, my full appreciation :) !
extraordinary information thank you, a window of wisdom opens before our eyes
Actually using this information in real life requires a lot of practice. And it doesn't just work. It works on some people and you have to change which techniques you rely on and how you enable them person to person. Being a truly great sales person is about reading people's minds
It's all about body language and Emotions and tone of voic
Great interview. Well done!
Mindblowing concepts! Thank you so much for sharing this video and to the two gentlemen :)
Fascinating video, Robert communicates excellently and his storytelling skills are evident here.. Definitely gonna buy Influence.
This man will make me a millionaire soon.
What a lovely and informative interview.
There is a new principle of influence in the latest updated version of Influence called Unity.
I learned about Dr. Robert Cialdini last year and after reading all his books I have had my mind blown so many times by his work that I'm now going through every podcast/interview of this legendary man.
Thank you inc. for sharing this🙏🙂
This is a really great presentation.
Nice interview, it is a great summary of the Influence book in few min
This was a great interview. I was so surprised how much I learned. A+
Thank you, great interview 😊
Michael Douglas doing the intervew is a bonus!
"Attentional Bias" -13:13 "What's focal is perceived as causal. What we are paying attention to normally in our environment are causes." At the very end of the segment, he comes full circle with the attentional bias has an antidote.
Wow. I was a high producing salesman and some of the info he shared I’d never known.
Great.
Thanks.
Fascinating concepts, really opened my mind!
Robert cialdini is a very Interesting professor...Had me glued the whole time wow. I'm speechless.
*am gonna apply these techniques straight away.
Que capacidade de explicar um assunto. Grande Professor...
Great interview
No fluff this dude's good
What a Fantastic Interview! Thank you
The interviewer should have been screaming "yes" all through the video due to the strong eye contact of the professor.
This is my new morning video
Wow.. indeed a very informative interview, learnt a lot from both sides.
Excellent interview.
I'm interested, I'll try it at work
Excellent Advice, Dr. Robert Cialdini. thank you
(Advice, and not opinion) 😉
I own several brick and mortar furniture stores. This video is excellent and all my staff will be mandated to watch it.
This kind of content is priceless.
Truly amazing 😊
I have a BA in psychology. Cialdini was influential in a number of courses.
Pun intended?
This was very good insight. The 6 Universal Principles of Influence
this information is priceless.
And this is the level of Psychology I Love. Imagine The top Global companies hiring/contracting Specialists like this to Market their products. And I Love it. Because if they can do it, then I can do it too. Ethically of course... *Smirks*
lolliz100 words words words. You see every millionaire talking about how it sucked at the beginning, dont give up man
Awesome discussion! Mind opening! Start creative meetings outdoor!!
Wow! This is a resourceful discussion; full of of valuable points. You xan twll thia ia a real aythority . I must follow this channel. I must but the book. I will apply the knowledge. .Thank you..
Amazing conversation
It's unbelievable how very few people realize that book The Influence by Mr. Cialdini is the SECRET KEY to results that you want in business and life. I have read that book at least 20x and if I would need to attribute my success to one specific tool, it would be this book. And funny enough, it costs nothing in comparison to the results it brings. Amazing!
It's not the book it's YOU
Good job
I get his point about context influencing choices. It is important where you are when you ask someone for something, like the flower shop example. I find people are much more likely to agree to my demands when they are locked in my basement in the dark with nothing to eat.
Now that's persuasive
Too funny
This is why personal and business budgeting is so important.
This is excellent. Love his knowledge and his energy. He loves what he does & it shows. Glad to have watched.
‘Nothing is as important as you think it is, while you are thinking about it.’We overvalue the things we are paying attention to.
Kahnerman is normally associated with Prospect theory … that in times of uncertainty we normally give more weight to losses rather than gains. Interesting.
And here I am watching this video to try and convince my mom on getting a dog 😂
Its been a long time did you get it!😂😂😂 Am curious
😹😹😹😹😹 Brilliant
Alexanne Bisson
Your Mon does not need a dog while she has you focus on and attend to.
Give your Mon a break, she does not need any more complications.
You can also learn how to bark when necessary. and receive a pat on the head.