News and views
In his excellent "Influence: Science and Practice", Robert Cialdini identified liking as one of his six powerful weapons of influence. I refer to it as the "I'm-gorgeous-fly-me" principle, but then he's a full professor and I'm only a PhD! Anyway, let's look at it in more detail.
The simple fact is that we prefer to say yes to people we like. This is why rapport works to build influence; it provides a way to build liking.
You can use liking to influence me by linking your ideas to people or other ideas that I already like, so I will be persuaded by association. This is why George Clooney advertises coffee.
But if you can't get George to promote your idea, you may have to do it yourself. So how can you make yourself more likeable?
Get More Time by Doing Less
Two things struck me the
other day as I put my To Do list aside, having created my To Day list:
Sophia's Guide to Persuasion
Sophia (σοφία): goddess of wisdom, mistress of influence. Sophia indicates a simple seven step process for persuasion...
"You got me - good and proper. Was reading it and thinking... 'yeah right,
as if this would work in front of a major airline buyer'
It's getting to be a
This time it's the book that was to be called Brilliant Stress Control and is now to be called Brilliant Stress Management. But the story is less exciting.
My publisher and I decided that, although the book is about managing your stress by taking control, Brilliant Stress Management is a better name. Anyway, while we wait for the new artwork to hit the online booksellers, the manuscript is on track for September publication.
The ISBN hasn't changed, so if you've pre-ordered it under the old name, don't stress about it. It's OK.
When I got back from holiday, I started work on Brilliant Project Leader, and have already written Chapter 1.
My first Web TV Show
The talk focused on Resistance to Change. There is a 4 minute trailer video about handling sales objections and you can get your copy of the Handling Resistance Pocketbook from Amazon. I'll be blogging more about the content soon.
You can see all of the dates on my blog and book by calling 01227 252100.
My focus this
I recognise you get a lot of email and I don't want to add unwanted inbox clutter. I intend to give useful tips and thoughts, but if you don't wish to get any more, I will understand, so just click the "no more emails" link and they'll stop.
Please contact me ...
... Tel: 08456 441349
... on Twitter @mikeclayton01