The Science of Influence: How to Get Anyone to Say "Yes" in 8 Minutes or Less! [Hardcover]

Kevin Hogan (Author)

Book Description

Publication Date: October 29, 2004

New secrets to getting what you want every time
The Science of Influence shows readers how to get anyone to say "yes" in eight minutes or less. Synthesizing the latest research in the field of influence with real-world tested experiences, it presents simple secrets that help readers turn a "no" into a "yes." Every secret in this book has been rigorously tested, validated, and found reliable academically and in the real world.
Readers learn dozens of all-new techniques and strategies for influencing others including how to reduce resistance to rubble; send unconscious nonverbal messages that are consciously undetectable; make people feel instantly comfortable in your presence; decode body language; build credibility; and be persistent without being a pain.
The Science of Influence turns the enigmatic art of influence and persuasion into a science anyone can master.
Kevin Hogan, PsyD (Eagan, MN), is a dynamic motivational speaker and expert on unconscious influence and body language for the BBC, the New York Post, and such popular magazines as Cosmopolitan and Playboy. He teaches Persuasion and Influence at the University of St. Thomas Management Center. He is the author of 12 books including bestsellers such as Irresistible Attraction: Secrets of Personal Magnetism and The Psychology of Persuasion.

Editorial Reviews

From the Inside Flap

In the last decade, scientific research has revealed new and amazing insights into how persuasion really works. For The Science of Influence, persuasion expert Kevin Hogan examined and road-tested all the newest research and tactics in influence and here presents the best new ideas and strategies. Coupled with the most effective of the traditional persuasion techniques, this book offers a simple, concise, and practical compendium of what works and what doesn't.

For salespeople, marketing professionals, and anyone who persuades others for a living, there's no excuse for not having the newest, most effective tools and tactics at hand—and this book provides them. Hogan combines these techniques into a revolutionary system that will get anyone to say "yes" in eight minutes or less.

With a wealth of the best new ideas and techniques—as well as secrets of persuasion never before revealed—The Science of Influence will show you how to:

• Present a convincing physical appearance
  
• Read and send powerful and effective body language messages
  
• Turn on the charm for maximum effect
  
• Make your target feel comfortable talking to you
  
• Ask questions to learn about your target's values, desires, needs, and beliefs
  
• Use secret tools to build credibility fast
  
• Convince your target of the negative consequences of a "no"
  
• Be persistent—but not annoying
  

The Science of Influence also reveals the hard science behind the most effective techniques—how the surrounding environment affects your listener, how they form habits and routines (and how to break them), and how the conscious and unconscious minds work. More than just a book about salesmanship, this book will change the way you communicate with coworkers and clients, family and friends. It's the Holy Grail of persuasion—a proven system for turning a "no" into a "yes."

From the Back Cover

THE SCIENCE OF INFLUENCE

"Want to influence others? Want to persuade others? Want to sell others? Then this book is not an option—it's a landmark breakthrough of information you can use the minute you read it."
Jeffrey Gitomer, author of The Sales Bible and The Little Red Book of Selling

"I shudder to think what an evil-minded person might do with these secrets of persuasion, but I also marvel at what good someone else could do, as well. An astonishing, eye-opening, even amazing work."
Joe Vitale, author of The Attractor Factor

"Kevin Hogan is that rarest of breeds: an expert who not only is master of his subject, but also understands how to teach it masterfully. No one in the business of influencing others—and who isn't?—can afford to be without this book."
Richard Brodie, author of Virus of the Mind

"Kevin Hogan has written that rare how-to book on the topic of persuasion that is rooted in current psychology research.?The Science of Influence is an intelligent, practical, entertaining, and provocative guide."
Professor Robert Levine, author of The Power of Persuasion: How We're Bought and Sold

"Influence used to be an art. Thanks, in large part, to Hogan, it is now a science. He is the obvious expert in the field of persuasion, and this book is the most authoritative work on the subject today."
Elsom Eldridge Jr., coauthor of How to Position Yourself as the Obvious Expert

"Kevin Hogan's book is a must-read for everyone who wants a high level of success. There is one secret in Chapter 11 that makes the book worth more than ten times the price. I bought twenty advance copies to give them away to my family, my good friends, and everyone who works for me."
Frank J. Candy, MBA, PGA, CPC, President, American Speakers Bureau®

"This book's message will become the formula for influencing change in the workplace and personally, especially in these difficult and changing times."?
Richard Harte, PhD, author of?What's Keeping Your Customers Up at Night?

See all Editorial Reviews

Product Details

• Hardcover: 256 pages
• Publisher: Wiley; 1 edition (October 29, 2004)
• Language: English
• ISBN-10: 0471670510
• ISBN-13: 978-0471670513
• Product Dimensions: 9.1 x 6.3 x 0.9 inches
• Shipping Weight: 1 pounds
• Average Customer Review: 4.3 out of 5 stars  See all reviews (69 customer reviews)
• Amazon Best Sellers Rank: #435,377 in Books (See Top 100 in Books)

More About the Author

Kevin Hogan is the author of nineteen books. He is best known for his international best selling book, The Psychology of Persuasion: How to Persuade Others to Your Way of Thinking.

In the past decade he has become the Body Language Expert and Unconscious Influence Expert to ABC, Fox, The BBC, The New York Times, The New York Post and dozens of popular magazines like Forbes,Investors Business Daily, InTouch, First for Women, Success!, and Cosmopolitan. He has become the go-to resource for analyzing key White House figures.

Hogan has taught Persuasion and Influence at the University of St. Thomas Management Center and is a frequent media guest. Articles by and about him have appeared in Success!, Redbook, Office Pro,, Selling Power, Cosmopolitan, Maxim, Playboy and numerous other publications. He was recently featured in a half dozen magazines (including wProst) in Poland.

Kevin is a dynamic, well-known international public speaker, consultant and corporate trainer. He has trained persuasion, sales and marketing skills to leaders in the government of Poland, employees from Mutual of Omaha, Boeing, Microsoft, Starbucks, Cargill, Pillsbury, Carlson Companies, Fortis Insurance, Great Clips, the State of Minnesota, 3M, The United States Postal Service and numerous other Fortune 500 companies. He recently spoke to The Inner Circle and at the Million Dollar Roundtable (MDRT) convention in Las Vegas.

His keynotes, seminars and workshops help companies sell, market and communicate more effectively. His cutting edge research into the mind and keen understanding of consumer behavior create a unique distillation of information never before released to the public.

Customer Reviews

Most Helpful Customer Reviews

113 of 131 people found the following review helpful:

5.0 out of 5 stars continuation of Cialdini's Influence, April 13, 2005

By 

T SANTOSO (Surabaya, Jatim Indonesia) - See all my reviews
(REAL NAME)   

This review is from: The Science of Influence: How to Get Anyone to Say "Yes" in 8 Minutes or Less! (Hardcover)

I was extremely captivated by Cialdini's Influence: Science and Practice, which is one of the best read book ever on the subject of influence. i have read many other influence and persuation books since. this one is the best, and should be a requiered reading to extend the original cialdini's book. while cialdini's book is more simple and clear with the 6 weapons, this one is more rich and expanded to various details of the influence.

Basically, the book is about how people react to certain situation and how we can maximise our effort. people are more emotional rather than rational. how the same offering can be arranges to be more attractive. Each technique will yield a lot of success if we can smartly apply it to our daily life.

Hogan took a lot of various sources materials and put them together, along with his own research, into this wonderful book.

If you are a salesperson, negotiator, leader, or person with anything to do with people, you should read this and try out some of the techniques explained.

My book has been read and re read and flipped and marked, and i have used a lot of the materials for my seminars, and i still love this book and re read it often.

If you want to influence people in anyway, buy and read this book! 5 stars materials.....

83 of 97 people found the following review helpful:

5.0 out of 5 stars I'LL think about it......., November 21, 2004

By 

Mark J. Ryan (Auburn, NY USA) - See all my reviews
(REAL NAME)   

This review is from: The Science of Influence: How to Get Anyone to Say "Yes" in 8 Minutes or Less! (Hardcover)

How mant times have we all heard those words and wondered what the heck were they thinking about? Whether it was a customer, client, friend or family member, wouldn't it be nice to know.

Well "The Science of Influence" Broke the lid off it for me.
I have been in sales for over 25 years and doing therapy for 20 of those years. And i have read hundreds of books and listened to literally thousands of audios and videos on the subjects of Sales and Infulence and Changing people's minds. This book rises to the top. I Love this book!

This Book Helped me to see what i was doing right and what i was doing wrong, and then added a whole bunch more, "what to do right" that i hadnt even considered or heard anywhere before.

The book starts off by telling you what must happen before you even begin any interaction that you want to hear a "Yes" to. He tells you how to set up the context of the interaction, that puts the odds in your favor before you say a word. Then he gives you the Science in layman's terms to back it up.

The book then gets into the easily understandable science of what is going on with a person's emotions and thoughts in real time, as they are getting to "Yes". No more guessing. You get front row seats. You learn what is blocking them from yes and what to do and say to get around thier blocks.

The parts i liked best were the ones dealing with how a person goes back and forth between "Yes" and "No" When making a decision, and how to recognize it and what to do at those critical points to help that person get to "Yes".

Any therapist or sales person, teacher, counselor, manager Etc. will see the value in this book right from the beginning. It takes so much of the guesswork out of when you are attempting to persuade, by seeing into People's thinking and decision making processes. And he does it in such an understandable way. It is almost as if he is using these principles in his writing so we can get a first hand knowledge of how the process works.

It also helps the person making the decision because a lot of people don't know how to make a good decision for themselves. It helps build rapport by getting to "Yes" smoothly instead of "Forced" like so many older models of influence and persuation.

Along with the science to back up what Kevin Hogan says are modern day examples of how people and businesses and governments are using this knowledge today. This helped me set some reference points for how else i might use this awesome technology.
It also helps me to recognize those that may want to use this Model for sinister purposes, and how to protect myself against it.

I can tell you one thing. I will be looking for ways to get any other research on Influence and persuation from Kevin Hogan.
This book has shortened my learning curve by YEARS!

Dont be left behind. Buy this book right away

MJR

36 of 40 people found the following review helpful:

5.0 out of 5 stars Chapter 11 is Worth The Entire Cost of the Book, June 23, 2005

By 

Kondor - See all my reviews

This review is from: The Science of Influence: How to Get Anyone to Say "Yes" in 8 Minutes or Less! (Hardcover)

Chapter 11, titled "I'll Think About It", is a priceless chapter. In speaking with people when presenting your product his examples he uses are broken up into 3 categories. It is so simple yet so powerful! The rest of the book is laid out in easy to understand language that can make you understand why people think the way they think. As a professional business executive I had to give this book the highest rating. It is well worth the money and should be added to your library.