The 6 Weapons of Influence
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Have you heard of Robert Cialdini? Robert Cialdini is a psychologist who
revolutionized the world’s perspective on persuasion and influence when he
came up with…
… “The 6 Weapons of Influence.”
These 6 principles allow you to tap
into the fundamental human drives
and motivations which make us do
what we do.
As a hypnotist you can use these
principles to help people make
rapid changes which stick.
In everyday life you can use these
principles to influence others, get
your own way, and help yourself
and others live fulfilling lives.
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Cialdini’s 6 Weapons of Influence
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Weapon 1: Scarcity.
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Marketers use this one all the time.
If something is scare – ie there’s a
limited quantity – we immediately
consider it to be valuable.
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Weapon 2: Authority.
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You see this one in the world everyday.
People always listen to the police officer
in uniform, the judge at the head of the
high table, the doctor in the white coat.
People in positions of authority get
their own way.
You don’t need a uniform to come across
as an authority figure, however.
Conduct yourself with confidence, and if
you seem like you’re in control of a situation,
more often than not others will believe you.
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Weapon 3: Liking
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This one’s obvious, but still very powerful.
People respond to people who they like.
So, make other people feel good around
you!
Never forget the simple value of rapport,
and of being truly interested in helping
others and making them happy.
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Weapon 4: Reciprocity
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There’s a reason why cosmetic companies
send out free samples.
If someone does something nice for you,
it’s natural to want to do something nice
for them.
Cialdini advises that if you do something
to help someone, instead of politely responding
to their gratitude with “don’t worry about it,
it was nothing,” say the magic words…
… “I know you’d do the same for me.”
I’m sure you can imagine how this simple
sentence taps right into the reciprocity
principle.
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Weapon 5: Social Proof
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People like to do things which get them
accepted and socially validated by others.
This is why marketers show you testimonials,
and why people lose their individuality when
they’re in groups.
Riots and mob violence is one example of
this.
Another is what psychologists call the
“observer principle.”
History shows us a number of scary cases
where crowds have watched someone being
mugged or assaulted, and done nothing.
Why? Because no one else was doing anything!
Social proof is an incredibly powerful idea
to be aware of.
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Weapon 6: Commitment
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People like to be consistent. If they make a
commitment to something – particularly a
public commitment – they will be reluctant
to break it.
So that’s it! Use these 6 tools well, and
they’ll help you out tremendously in the
real world.
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