Quote:
Originally Posted by EccentricEntrepreneur
If ya read Robert Cialdini's Influence: The Psychology of Persuasion the exact method above is in this GREAT book  |
Hi EE,
I love Cialdini's "Influence"... It's an amazing book!
I know one guy who bases his whole selling method on that book, like a checklist...
- Reciprocity... check!
- Commitment and Consistency... check!
- Social Proof... check!
- Authority... check!
- Liking... check!
- Scarcity... check!
Cialdini talks a lot about car selling... He actually worked as a car salesman as research for his book!
However, I searched thoroughly through "Influence" (using the "search" function in the ebook version)... I couldn't find Don's method, however. You sure it's in there?
Most of where Cialdini talks about selling cars is from the viewpoint of professional car salesmen... Like adding extra costs after the decision to buy has been made, and other forms of "low-balling"...
There's a wealth of great stuff in Cialdini's book (not only "unethical" things like "low-balling," but "ethical" methods too, like giving gifts)...
By the way, I've started making notes from some of the posts here on Sowpub... Wow, there's a lot of "gold" hidden in these posts. For example, I just wrote an entry on "position yourself as an expert" (from a recent Steve Shulenski post), and "Create and sell programs that have RESIDUALS" (Don Alm post), and Gordon's post on "How to write a specialty report," and Glenn's posts using various powerful referral techniques...
However, I have no doubt that Don's technique works to get a better sale (and bigger profits)! Personally, I've only seen this mentioned here in Don's posts... I tried to find it in Cialdini's "Influence," but I couldn't find it.
Best wishes,
Dien