M3: Influence

Question 1

Where to look for a convertible ally?

Answer 1

Similarity (sympathetic)
Lack of conviction (wavering)
Dissatisfaction with the majority (peripheral number)

Question 2

Commitment and consistency

Answer 2

After committing to a position, people are more likely to comply with requests that are consistent with their original position

Question 3

A foot in the door

Answer 3

A technique used to start with something small and grow it over time (a favor, a sale to a client)

Question 4

Four Walls

Answer 4

Asking several questions that make sense to someone and locking them afterward in a position they can’t get out of.

i.e. Encyclopedia saleman “Do you think education is important…” “ Do you think your kids can get more out of studying ..”