Influence The Psychology Of Persuasion By Robert Cialdini -

Separate the person from the proposition. When you realize you like the salesperson, stop. Ask yourself: "Am I buying this because it’s a good product, or because I want this person to like me?" You can like the seller and still walk away from the deal. 6. Social Proof: The Herd Mentality The Rule: When we are unsure, we look to the behavior of others to define reality.

The commercial with a dentist in a white coat (who is actually an actor). The financial advisor who hangs their diplomas on the wall (even if they are from a non-accredited school). The trainer who insists you call them "Coach." influence the psychology of persuasion by robert cialdini

Influence is not a book about how to trick people. It is a book about how people work. And once you understand the wiring, you can either repair the circuit—or flip the switch. Separate the person from the proposition