Influence: The Psychology of Persuasion (Collins Business Essentials) Revised Edition, Kindle Edition
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In reply to the few one star reviews...It has been stated in the uncharitable reviews, that the entire content of the book could have been written in a few pages. I agree, at first look, this would seem true. The Harvard Business Review article "Harnessing the Science of Persuasion" by Cialdini, from their October 2001 issue....is a good example. You can even get the Six Principles from the books Table Of Contents...save yourself some time.
But sales ideas have to not just be listed....not just explained...they have to be sold. Examples have to be given, Principles have to be
explained...we need proof. And you need the entire book to do that. The people who read a short article by the author, maybe read the
ideas...but nothing else happens. Salespeople are changed by the content of this book, like with all great sales books. For salespeople to benefit from a sales book, the ideas have to be explained, understood, proven, accepted, and made real. This book does that.
I own perhaps 2,000 books on the subject of selling. This is certainly in the top 5.
While an unscrupulous salesman or politician could learn some tricks from this book, the point is that these methods are already well recognized, understood, and implemented on a regular basis all the time. This offering does its part to level the playing field. The writing is clear, concise and well organized.
Alot of the points are things you already know - but the author brings out the why this happens at a fundamental level, with research. The examples are old, but after a chapter it is very easy to see contemporary examples and you'll probably have alot of "a-ha" moments.
It helped me develop an approach for a strategic effort at the local level, so I would definately recommend it! On a side note - reading this book could save your life. Seriously lol.
Although the author primarily focuses on sales tactics and how to avoid them, the knowledge extrapolated in this book can go far beyond that. Not only will you learn to resist psychological manipulation, but you'll learn to spot "sales tactics" in unscrupulous individuals like politicians, co-workers, and even romantic partners!
Most recent customer reviews
Not sure if that is a compliment.
The book elegantly shows how our biological social scripts can be...Read more