The Power of Influence and Persuasion With Robert Cialdini

Episode Summary

In this Episode of Genius Network with Robert Cialdini, you’ll discover Pre-Suasion: A Revolutionary Way to Influence and Persuade, the One Word that Makes You More Persuasive, a 2 step process that makes anything you do much more persuasive, and more. Robert has frequently been called the “Godfather of Influence”. He’s the CEO and President of Influence at Work: focusing on ethical influence training, corporate keynote programs, and the CMCT (Cialdini Method Certified Trainer) program as well as a Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University.

Here’s a glance at what you’ll learn from Dr. Cialdini in this episode:

  • Why Dr. Robert Cialdini wrote his new book Pre-Suasion: A Revolutionary Way to Influence and Persuade.
  • Getting to YES: Robert shares some fascinating case studies and techniques you can use that are scientifically proven to increase the number of yes answers you receive .
  • How to use ethical persuasion to positively impact people’s lives.
  • This One Word Makes You More Persuasive: Research has shown that when you ask for people’s opinion – it’s a mistake. Why? The reason is because when you ask for someone’s opinion, they take a mental step away from you and go inside themselves for the answer. If instead of asking for someone’s opinion you ask for _ _ _ _ _ _, they will take a mental step toward you, feel more connected to you and become more engaged in the conversation with you.
  • Robert explains what Pre-Suasion is and how you can use it to achieve greater success.
  • When Persuasion Backfires: Sometimes a company’s use of persuasion can lead to a repelling of star team members while leaving only the manipulators. Here’s how to make sure this doesn’t happen to you.
  • Robert gives you a simple 2-step process that makes anything and everything you do much more persuasive.
  • If you want to become more influential, here’s one key skill used by the most successful persuaders in the world.

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Show Notes

  • Who is Dr. Robert Cialdini [01:16]
  • Robert Cialdini’s new book: Pre-Suasion: A Revolutionary Way to Influence and Persuade [02:44]
  • Robert is a scholar and researcher [03:12]
  • Why Pre-Suasion? [04:18]
    • Pre-Suasion involves making contact with an idea or experience [04:22]
    • Why Robert wrote about Pre-Suasion [05:45]
  • What Dean Jackson says about Pre-Suasion [07:06]
    • Robert hit a homerun with Pre-Suasion [07:41]
    • Run to the bookstore and get a copy [09:04]
  • The life of a marketer  [09:52]
  • Selling is influence and marketing is storytelling [09:58]
  • Marketing and Selling [10:39]
    • The most legitimate form of marketing- education [10:39]
    • If you provide people with information, they can make an informed decision [11:48]
    • Rapport is built with trust and comfort [12:02]
  • What changed for Robert and what has stayed the same since the writing of Influence [13:54]
    • Principles of communication [14:00]
    • How to get people to say YES [14:19]
    • Social proof is now dramatically available to us [14:37]
    • 97% of people buying online check the product reviews first [15:27]
    • Direct people’s consciousness [17:43]
  • Knowledge raises people’s consciousness [19:34]
  • The premise of Pre-Suasion [20:11]
    • Pre-Suasion is about what you should say or do before delivering a message [20:35]
  • How you frame something has a lot to do with how it occurs to people [21:54]
  • The scientific research on Pre-Suasion [22:16]
    • The research on framing [22:44]
    • An example: soda on the street [23:54]
    • The French research study [26:24]
    • Pre-Suasion and putting people first [27:24]
    • Another example: furniture website [27:48]
    • The correlation between paying attention, who you are, and who you are in the moment [30:10]
    • Create attention around your concept before sending your message [31:02]
  • Persuading by changing one word [31:28]
    • Asking for advice rather than asking for opinion [31:52]
    • Methods of approach – repelling and attracting   [33:03]
    • The importance of bonding with clients [34:06]
  • The most expensive cost in business is client acquisition [36:11]
  • Steps to Persuade [37:03]
    • Focus on the attention of your message [37:10]
    • The study on playing German and French music [38:38]
    • Moving something from the midbrain to the top of mind [41:12]
  • Robert’s advice for utilizing Pre-Suasion [42:30]
    • Sharing values [43:00]
    • Only use Pre-Suasion in ethical ways [43:20]
    • What happens when people are uncomfortable with dishonesty [44:16]
    • Money earned ethically is a byproduct of value creation[45:24]
  • How Influence impacts people [46:12]
  • The best example on how Pre-Suasion works [49:58]
  • Be sure to channel Pre-Suasion in productive ways [51:56]
  • Focusing on a message will go a long way but to maximize impact, think of the moment before you deliver it [52:00]

Connect with Robert Cialdini on his website [53:44]

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