Submitted by PierG on
in
Forums
If you like this topic you HAVE to listen to 'Executive Briefing: The Power of Persuasion' - Dr. Robert Cialdini. It's an audio track that you can buy for few dollars at www.audible.com.
The quality is not good at all but it's 'easy' to listen (even for an Italian like I am) and full of ideas.
The wrong thing about all this is that I want to lear more about this topics NOW! :D
Mark/Mike ... tell us something more!!
PierG
Executive Briefing: The Power of Persuasion
PierG-
I will get it and let you know!
Mark
Executive Briefing: The Power of Persuasion
I had a recent example of one (in fact more than one) of the Cialdini concepts in action : reciprocity.
We were in our sales meeting and analysing our competition. One of our competitors in a market segment nearly beats us each time. I had asked my sales manager to explain me why. We did not understand it because their machines were not as good as ours, and there seemed to be no rational reasons ...
In fact, there were REALLY NO rational ...
Instead of prouving their technical superiority, showing the excellent quality of their service like we do, they were selling at another level ...
They just invited the potential user of the machine + his manager to see the machine at work in Italy (where the machines are made) : plane tickets paid (1st class), fantastic restaurant, somptuous hotel, then a quick demo with all the italian team. And ... Then, immediate proposal to put a demo machine the next week.
Very difficult to say "no" to them, after that !!!
We even calculated that this "investment" was about the same as ours (we were investing in trials, demonstrations, lowering our price, etc). They won the deal of course ...
By the way, it seems thay Cialdini has isued a new book ?