by Tony Mayo | For Salespeople
Time Magazine has revealed that the Obama administration is still being advised by one of its crucial campaign resources, Professor Robert Cialdini.
“What if I told you a world-famous team of genius scientists, psychologists and economists wrote down the best techniques for GOTV [Get Out The Vote] scripting?!?! …”
[The script was written by] the Consortium of Behavioral Scientists, a secret advisory group of 29 of the nation’s leading behaviorists. The key guideline was a simple message: “A Record Turnout Is Expected.” That’s because studies by psychologist Robert Cialdini and other group members had found that the most powerful motivator for hotel guests to reuse towels, national-park visitors to stay on marked trails and citizens to vote is the suggestion that everyone is doing it.
“People want to do what they think others will do,” says Cialdini, author of the best seller Influence. “The Obama campaign really got that.”
–Time Magazine
April 2, 2009
How Obama Is Using
the Science of Change
I have long admired and used Cialdini’s work. You can see my book review and the slides I used to teach it to MBA students here.
by Tony Mayo | Communication, Conversation, & Confrontation, For Salespeople, Recommended Books, Sales Techniques
The Psychology of Persuasion
by Robert B. Cialdini, Ph.D.
Influence is written as a guidebook for the savvy consumer. The author’s conversational style and frequent sharing of personal experiences will certainly recommend it to that audience. My interest in the work is probably closer to that of the typical reader: as a persuasion professional I am looking for specific ideas to increase my effectiveness. My attention has been richly rewarded.
Professor Cialdini organizes decades of research and experience into six easily comprehended categories of influence techniques. Relevant examples from marketing and sales are used to (more…)
by Tony Mayo | For Salespeople, Recommended Books, Sales Techniques
You Can’t Teach a Kid to Ride a Bike at a Seminar:
The Sandlr Sales Institute’s 7-Step System for Successful Selling
by David H. Sandlr, John Hayes
I put off reading this book for months. Reading another how-to, self-help autobiography was like a trip to the gym: I knew I should, but it could always wait. Most sales trainers left me with a simple pair of thoughts: that stuff would really work–if I could force myself to do it! The Sandlr System leaves me with: this stuff works–and it feels natural!
The book is very professionally written: not literature just clear, concise and readable. A lively mix of (more…)
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