What are the weapons of persuasion?
With its first publication in 1984, the book “Influence: The Psychology of Influence” brought to the market a fantastic study on the information processing capacity of the human mind and how it is governed by these mechanisms of influence.
The Weapons of Persuasion are fundamentals based on principles that shape human behavior patterns. Therefore, they can be used for any process of israel phone numbers dialogue, negotiation and yes, to persuade someone.
Robert identified that there are 6 of these mechanisms, also known as persuasion triggers , defined as:
Reciprocity
Commitment and coherence
Social approval
Affection
Authority
Scarcity
How do weapons of persuasion work in practice?
Reciprocity
Did you know that studies show that we feel practically an obligation or social pressure when other people help us with something important or do a big favor for us?
Imagine how you would feel if a friend invited you to take a trip to their beach house to attend their birthday party?
It could be a favor, a gift, support, help or anything that is relevant to the person.
The power of reciprocity is unique and is aligned with gratitude.
This mental trigger works as a feeling of retribution for something that was done by someone else.
Social approval
Did you know that 95% of people are considered imitators and only 5% are initiators?
We often act in accordance with the collective, motivated by the actions and references of other people.
For example, imagine that you are going to a new restaurant in your city and, when talking to a friend who has already had the experience of dining at the same place, you realize that for him the experience was wonderful. Do you agree that his desire to visit the restaurant will be greater after receiving this feedback?
Therefore, the trigger for social approval will always be related to the opinion or behavior of others.
Use it in sales through references from other customers, news coverage of your company in the press and success stories with customers with great market recognition.