The 21 Principles of Persuasion (Forbes) Flashcards
What is the difference between persuasion and manipulation?
Manipulation: Coercion through force, to get someone to do something that is not in their interest.
Persuasion: Getting people to do things that are in their own best interest, that also benefit you.
Who can be persuaded?
Everyone, given the right timing and context.
What are the building blocks of persuasion?
Context and timing.
“You have to be ______ to be persuaded.”
You have to be INTERESTED to be persuaded.
The first art of persuasion is learning how to consistently talk to people about them.
What “compels”?
RECIPROCITY compels.
You can leverage reciprocity disproportionately in your favor. By providing small gestures of consideration to others, you can ask for more back in return.
How does one become the most persuasive?
By being PERSISTENT. You need to be willing to keep asking for what you want and demonstrating value.
How should you complement others? WHy?
Compliment SINCERELY, as this builds trust!
Try complimenting people sincerely and often for things they aren’t typically complimented for.
What is much of persuasion about?
Managing other’s expectations to trust in your judgment.
It is about understanding and over-delivering on other’s expectations.
Should you make assumptions about what others need?
No, don’t ever assume what someone needs. Always offer your value, offer what you can provide and leave the choice to them.
How do you make someone want what you have?
Create SCARCITY.
How can you get people to act right away?
Instil a sense of URGENCY that persuades people in the present.
What is more important than what we hear?
What we see! IMAGES matter, including first impressions, and how you paint an image for others.
What is the principle of ‘truth-telling’?
Sometimes, the most effective way to persuade is by telling others the things about themselves that nobody else is willing to say.
Why is it important to build rapport, in order to persuade?
We like people who we are like.
As such, we need to MIRROR and MATCH others’ habitual behaviors and enable people to become comfortable with you, and more open to your suggestions.
Why are children so persuasive?
They display BEHAVIORAL FLEXIBILITY.
“The person with the most flexibility, not necessarily the most power, is in control.”
