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

Kevin Hogan (Author)

Book Description

Publication Date: October 19, 2010

Get customers, clients, and co-workers to say "yes!" in 8 minutes or less

This revised second edition by a leading expert of influence continues to teach a proven system of persuasion. 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.

• Learn dozens of all-new techniques and strategies for influencing others including how to reduce resistance to rubble
• Make people feel instantly comfortable in your presence
• Decode body language, build credibility, and be persistent without being a pain
• Expert author Kevin Hogan turns the enigmatic art of influence and persuasion into a science anyone can master

The amazing secret of The Science of Influence is its simplicity. After you read this book you will immediately understand why people say "no" to you and learn how to turn that "no" into a "yes" from that moment on.

Editorial Reviews

From the Back Cover

Praise for The Science of Influence

"Want to influence others? Want to persuade others? Want to sell to others? Then this book is not just 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

Kevin Hogan's The Science of Influence has a simple premise: take the latest findings in behavioral science, test them in real-world business conditions, and describe what works. This Second Edition relates key recent discoveries on persuasion in Hogan's trademark nontechnical, highly readable style, so you can quickly understand these new routes to "yes" and immediately put them to use in your business and life. As you discover Hogan's complete, scientifically based system for persuading someone in 8 minutes or less, you'll be amazed at the knowledge level in such new areas as the secrets to what makes a "customer for life"; presentation order—what to say, and why—and its effect on persuasion; how people deal with choices between products and services as well as multiple options on a product or service; new, more effective ways to communicate with friends and family; and much more!

About the Author

Kevin Hogan is a public speaker and corporate trainer. He teaches, trains, and speaks about persuasion, influence, body language, emotional intelligence, communication, and motivation. Hogan holds a doctorate degree in psychology and has studied extensively in the fields of influence, hypnosis, and nonverbal communication. Visit KevinHogan.com.

Product Details

• Paperback: 305 pages
• Publisher: Wiley; 2 edition (October 19, 2010)
• Language: English
• ISBN-10: 0470634189
• ISBN-13: 978-0470634189
• Product Dimensions: 5.9 x 0.9 x 8.9 inches
• Shipping Weight: 12.8 ounces (View shipping rates and policies)
• Average Customer Review: 3.9 out of 5 stars  See all reviews (18 customer reviews)
• Amazon Best Sellers Rank: #205,169 in Books (See Top 100 in Books)

Most Helpful Customer Reviews

23 of 30 people found the following review helpful

1.0 out of 5 stars Go to the barber shop instead. June 25, 2011

By Guilherme

Format:Kindle Edition|Amazon Verified Purchase

There are many things I`d like to comment on why not to buy this book, but for the sake of the reader I`ll try to be as brief as possible.

Starting with the title, when somebody claims something so bold as convince ANYONE to say yes, the author is either insane, or a crook. For this author I would go for the second option.

The book is written in a very confusing way, the chapters tend to change subject frequently and I wonder how much CTRL+C and CTRL+V functions along with Google the author had used to compile this book

The author has a near obsessive need to show how physical appearance, and grooming is necessary to get people to comply to your needs, so much that I was left with a feeling that for the author if Brad Pitt would just sit on a chair and look pretty he would be as famous and rich as he is today. The words "good appearance" or simply "appearance" implying the need to be good looking in success appear 41 times in the book in 10 different chapters. If you are ugly avoid this book or you might consider killing yourself

The author has also the uncanny ability to quantify unquantifiable things, and is not bothered to give the reader any reference to back his data up. For example, and I quote from the book:
- "unlike the alpha male who will filter only the top 20%, the alpha female will filter in a group that could consist of as many as 40%."
-"How much better to do attractive women do than unattractive women in net worth? ....it's about 100 times more money accumulated in the family, usually most by the husband..."
-"dress about 10% better than you expect your client to be dressed"

He also gives very useful and constructive comments in his so called KEY POINTS, also quoted from the book
- "you want to be competent and you want to be perceived as competent. It does you no good to be competent and perceived otherwise."
- "never let anyone connect negative information with you"

And for last the author shares his great experience on how to convince a woman, (this is the last chapter of the book).
First you must find out some information ASKING (the author states that you should ask this kind of stuff) your female customer such as:

1.what does she wants?
2. what is her life like?
3 what makes her buy?
4. what are her HOT BUTTONS?
5. What makes a product irresistible to her?

And he also gives a woman's secret question list. It made me wonder whether I'm a woman as well and here goes.
1. How much time is it going to save me?
2. What problems will it solve for me?
3. What is your product going to do for my life
4. How long will it take me to earn my money back.

Sincerely, buy any other book, you can learn more about sales from Harry Potter than this guy or even better just google stuff and you get better information than here.

5 of 6 people found the following review helpful

5.0 out of 5 stars Can't Get Enough of the Best! July 18, 2012

By Tobin B. Crenshaw

Format:Paperback

Kevin Hogan is honest. He is honest about business and his desire to be successful. He pulls no punches about this. His seminars are expensive because they deliver results and as he shares, he is not interested in having them be cheaper, that is the value he brings. What things to you learn about influence? The power of the first word you use when you speak or write. The impact of certain power words in advertising. The importance of marketing and how it actually produces a change in perception that a person doesn't just want but need a product. Useful in business and in life, especially for leaders and those interested in personal growth.

5 of 6 people found the following review helpful

5.0 out of 5 stars The science of influence July 23, 2011

By M

Format:Paperback|Amazon Verified Purchase

This is an authoritative book based on science and research. Dr. Hogan is a recognized authority and a respected lecturer on the topic of influence. What I liked best was his emphasis on earning the right to influence others by being an authority on the topic you are trying to influence people about. He discusses the difference between con artists who use manipulation for their own gain vs experts and authorities, who use good communication skills, to the benefit of those they are trying to serve. His emphasis, on first becoming a person worthy of being listened to, is key. I have passed this book on and recommended it and bought copies of it for many young people who struggle with their feelings of not having a voice in the world. My advise to them is first earn the right to speak, and then work on being heard.