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The Science of Influence: How to Get Anyone to Say "Yes" in 8 Minutes or Less! Paperback – October 19, 2010
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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.
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Top customer reviews
I thought I was a pretty good salesperson, but this book made me better. As a matter of fact, so much is underlined because I found myself constantly referring to the book in my discussions with my boss and colleagues, explaining new approaches I was taking in meetings and in marketing. The credibility chapter and "equation" is just downright great stuff, I think my favorite in the book, next to 21 point delta model. Bottomline this book fascinated me, challenged me and changed and enhanced my skill. There's no canned sales tips rehashed selling techique - what a refreshing change!
Book structure is very important to me as I want things coherent and logical, so I really appreciated the extra attention to formatting with the summaries, boxed sentences, "$10,000 Keys" and the Keys to Influence. This made the key points stand out and insured you GOT IT!
Great synopsis of how the subconscious and conscious mind work in decision making.
However, I am wondering if this book repeats the same info as his bestselling book "The Power of Persuasion" or not. Has anyone read both?
If so, please comment.
Although he admits early on that he does "not write like an academic" (page xii) Hogan's book is comfortably resourced (with 9 pages of bibliography, but no footnotes or endnotes). This 239-page hardback book is divided into 12 tightly knit chapters, making it very readable.
Perhaps the best part of this book is chapter 8, in which Hogan outlines ways to apply the ten "laws of influence". These are poignant rules centering on the value of communication- "There is nothing you do that is more important than communicating with others" (page 134). Hogan's "laws" are time tested and well proven... they work and they will help you!
If there is a disappoint in this book is it that much of Hogan is not necessarily innovative nor original. Most of what he says isn't news. His various restatements, however, do not detract from the book. Hogan's presentation speaks to timeless truths in the art of influence.
This book is recommended to all interested in influencing others, managers, social scientists, those interested making themselves better, and those wanting to learn to say "yes".
Happy Aldersgate Day!
The summary points at the end of each chapter are excellent, as is the index and extensive bibliography