Influence people to buy from you, they become happy and return for more business. This is goal of every business owner. Easily done, right?

Robert B. Cialdini, Ph.D wrote in his ground braking book Influence this: “Once an active commitment is made, then, self-image is squeezed from both sides by consistency pressures. From the inside, there is a pressure to bring self-image into line with action.”

From the outside, there is a sneakier pressure-a tendency to adjust this image according to the way other receives us. And because others see us as believing what we have written, we will once again experience a pull to bring self-image into line with the written statement.

I love his book Influence. You can use some of the tricked in you business, negotiation or simply communication with others. It doesn’t have to be use only for business purposes.

It means what we say and write, we will do. People have to repeat their behaviour. Why is that? Because consistency and commitment is highly valued in a community and between people. The person whose beliefs, words and actions don’t match may be seen as indecisive, therefore not to be trusted. Whereas consistency signals intellectual and personal strength.

COMMITMENT CONSISTENCY psychology tendency/bias

How to close a deal and get more business? Offer a pen for example. Once accepted as a present, build up. People are likely to accept your proposal. Why? Simple. People are driven by their actions. Actions dictate what we believe and who we are. Once your customer acts in certain way (in your favor) they will keep doing it.

You have to read this book; it reveals more psychological tendencies and errors of our brain that was formed tens of thousands years ago. Now, it doesn’t serve us well in some areas of life. Advertisers know it so they are bombarding us from everywhere. You can choose to ignore this fact or do something about it. This is why I recommend this book.

Adam Wojnar

Once an active commitment is made, then, self-image is squeezed from both sides by consistency pressures. From the inside, there is a pressure to bring self-image into line with action.

From the outside, there is a sneakier pressure-a tendency to adjust this image according to the way other receives us. And because others see us as believing what we have written, we will once again experience a pull to bring self-image into line with the written statement.

I love his book Influence. You can use some of the tricked in you business, negotiation or simply communication with others. It doesn’t have to be use only for business purposes.

It means what we say and write, we will do. People have to repeat their behaviour. Why is that? Because consistency and commitment is highly valued in a community and between people. The person whose beliefs, words and actions don’t match may be seen as indecisive, therefore not to be trusted. Whereas consistency signals intellectual and personal strength.

COMMITMENT CONSISTENCY psychology tendency/bias

How to close a deal and get more business? Offer a pen for example. Once accepted as a present, build up. People are likely to accept your proposal. Why? Simple. People are driven by their actions. Actions dictate what we believe and who we are. Once your customer acts in certain way (in your favor) they will keep doing it.

You have to read this book; it reveals more psychological tendencies and errors of our brain that was formed tens of thousands years ago. Now, it doesn’t serve us well in some areas of life. Advertisers know it so they are bombarding us from everywhere. You can choose to ignore this fact or do something about it. This is why I recommend this book.

Adam Wojnar

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