The Science of Influence: How to Get Anyone to Say "Yes" in 8 Minutes or Less!, Second Edition

Get customers, clients, and co-workers to say "yes!" in 8 minutes or less This revised second edition by a leading expert of influence continues to teach a proven system of persuasion. Synthesizing the latest research in the field of influence with real-world tested experiences, it presents simple secrets that help readers turn a "no" into a "yes." Every secret in this book has been rigorously tested, validated, and found reliable. Learn dozens of all-new techniques and strategies for influencing others including how to reduce resistance to rubble Make people feel instantly comfortable in your presence Decode body language, build credibility, and be persistent without being a pain Expert author Kevin Hogan turns the enigmatic art of influence and persuasion into a science anyone can master The amazing secret of The Science of Influence is its simplicity. After you read this book you will immediately understand why people say "no" to you and learn how to turn that "no" into a "yes" from that moment on. The Science of Influence: How to Get Anyone to Say "Yes" in 8 Minutes or Less! Second Edition 5 Contents 9 About the Author 11 Preface 12 Acknowledgments 15 Chapter 1: Influencing Others to Change 17 Do They Even Know What They Want? 19 Two Personalities? 22 Three Ways to Change 25 Chapter 2: The First Four Seconds 29 The First Impression 30 The First Appearance in Action 33 The Power of Physical Appearance 34 The Two Big Questions 35 The Science of Sexual Influence 39 Thirteen Secrets of Making a Magnetic First Impression That Will Last a Lifetime 47 Chapter 3: The Delta Model of Influence 49 The Seven Keys to Rapport 50 The Bridge to a Client’s Heart: Rapport 50 Nonverbal Rapport-Building Skills 52 The 21-Point Delta Model 54 Fifteen Never-Before-Revealed Secrets to Optimize Your Persuasive Messages 63 Chapter 4: Credibility: The Pivot Point of Persuasion 73 Perception of Credibility: Do You Have It? It Means Everything 73 Chapter 5: The New Principles of Influence 81 Framing a Question 82 Fear of Loss versus Possibility of Gain 83 Freedom of Choice... or Barrier to Selling? 84 Quick Summary 85 Mine Is Best 86 Endowment Effect 87 From Your Life 88 Your Appeal Should Be to the Many or Greater Cause, Not Just Your Client 89 Competition Is a Driving Genetic Force of Survival 90 The Principle of Larger Numbers 91 Principle of We All Need Someone to Love 92 Influence and Mood 94 Influence and Product Placement 95 Influence and Community 96 Loss-of-Ownership Tactic 97 Disconfirmation-Doesn’t-Cut-It Tactic 97 The Mistake of Asking the Wrong Question 98 Note-Taking Tactic 98 People Can’t See the Future, So Get Them to Commit to It, Not Pay for It 99 The Inconsistency Tactic 99 The Single Differentiation Tactic! 100 Nine Golden Keys 100 Chapter 6: Introduction to Omega Strategies 101 Testing Your Influence and Persuasion Quotient 101 Reducing Resistance in Relationships, Business, and Life 105 Two Kinds of Resistance 107 Overcoming Resistance with Omega Strategies 108 Mastering Omega Strategies 111 The Power of the Future... in the Present 115 Using Time Perspective 116 Mastering the Science of Influence 119 Chapter 7: Framing Principles, Persuasion Techniques, and Influential Strategies 123 More about Framing 123 Foot in the Door: A Proven Persuasion Strategy That Leads to Yes! 127 Four Tested Ways to Be More Persuasive with Framing 130 Mastering the Science of Influence: Priming the Pump 133 Hypnotic Confusion 137 The Amendment Technique 139 How Most People Make Bad Decisions and How You Can Help Them Make Good Ones! 140 Chapter 8: Applying the Laws of Influence 147 Law of Reciprocity 148 Law of Time 152 Law of Contrast 155 Law of Friends 157 Law of Expectancy 159 Law of Consistency 160 Law of Association 163 Law of Scarcity 164 Law of Conformity 166 Law of Power 167 Law of Inconsistency 168 Chapter 9: The Influential Secret of Oscillation 173 Chapter 10: Mind Reading: How to Know What They Are Thinking 183 Chapter 11: I’ll Think About It 189 Influence: It’s Not How You Ask, But When! 197 The Most Common Reason They Say No, and How to Overcome It 200 Influential Power of Choice Reduction 204 Impact of Emotions 212 Persuading the Represented Mind: Representation and Exaggeration? 213 Flagging in the Persuasion Process 216 Applications 221 Chapter 12: How Their Brain Buys... You! 223 Why Most People Fail at Being Persuasive: Why Focus Groups Don’t Work 225 What Causes This Problem? 226 You Can’t Get to Yes If You Can’t Get Their Attention 228 The Attention Model 232 Chapter 13: "I Will Do the Work for You": Magic Words That Unlock Minds 235 Our Natural Way Is to Experience Hopeful Outsourcing 237 Magic Words in Business and Personal Relationships 237 The Gift of Freedom 239 Comfort and Familiarity 241 The Most Misunderstood Advertising Factor 242 Will Logic Overcome? Unlikely 243 Chapter 14: The Power of Thinking without Thinking 249 Power of Thinking without Thinking 249 Recent Coffee Challenge 250 Perception Causes Action 250 More Thinking without Thinking 251 Expectations: If You Think a Wine Will Taste Good, it Will Taste Better Than it Would if You Think it Will Taste Bad 251 Personal Identification—Thinking without Thinking 252 Disrupting Their Dislike... and Influencing 254 Negative versus Positive: Who Wins? 257 Chapter 15: Influence in Sales and Marketing Online and in the Real World 259 Core Reasons People Buy or Say Yes to Anything 259 Can Higher Prices Cause More Sales Volume? 268 What Does This Mean for Influence? 278 How to Prepare Yourself 279 How to Overcome Emotion 280 Chapter 16: The Problem and Opportunity of Memory in Influence 275 What Does This Mean for Influence? 278 How to Prepare Yourself 279 How to Overcome Emotion 280 Chapter 17: Women: Influencing Women to Buy 283 Selling to Women Is Often Counterintuitive 284 So... Just Think Pink, Right? 285 Want to Sell Women? 286 The Online World 287 The Secrets Revealed... A Sneak Peek Inside a Woman’s Mind 287 When Women Say “No” 297 The Anti-Authority Message Reaction 297 Does Everyone Have the Same Response? 299 Reactance Triggers 299 What About That Teenager? 299 Bibliography 303 Index 311 Need a Speaker? 321 0470634189,9780470634189 Wiley

Get customers, clients, and co-workers to say "yes!" in 8 minutes or less

This revised second edition by a leading expert of influence continues to teach a proven system of persuasion. Synthesizing the latest research in the field of influence with real-world tested experiences, it presents simple secrets that help readers turn a "no" into a "yes." Every secret in this book has been rigorously tested, validated, and found reliable.

• Learn dozens of all-new techniques and strategies for influencing others including how to reduce resistance to rubble
• Make people feel instantly comfortable in your presence
• Decode body language, build credibility, and be persistent without being a pain
• Expert author Kevin Hogan turns the enigmatic art of influence and persuasion into a science anyone can master

The amazing secret of The Science of Influence is its simplicity. After you read this book you will immediately understand why people say "no" to you and learn how to turn that "no" into a "yes" from that moment on.

Annotation Get customers, clients, and co-workers to say "yes!" in 8 minutes or less This revised second edition by a leading expert of influence continues to teach a proven system of persuasion. Synthesizing the latest research in the field of influence with real-world tested experiences, it presents simple secrets that help readers turn a "no" into a "yes." Every secret in this book has been rigorously tested, validated, and found reliable. Learn dozens of all-new techniques and strategies for influencing others including how to reduce resistance to rubble Make people feel instantly comfortable in your presence Decode body language, build credibility, and be persistent without being a pain Expert author Kevin Hogan turns the enigmatic art of influence and persuasion into a science anyone can master The amazing secret of The Science of Influence is its simplicity. After you read this book you will immediately understand why people say "no" to you and learn how to turn that "no" into a "yes" from that moment on