Pre-Suasion: Opening the Door to Persuasion
As a kind of secret agent, Dr. Robert Cialdini infiltrated the training programs of a broad range of professions dedicated to changing behavior in others — management, marketing, sales, advertising, fundraising, and recruiting. He wanted to see if he could register, not just what influence professionals in general did to succeed, but what the best of them did. A common pattern emerged: Compared to their less successful counterparts, the highest achievers spend more time crafting what they do and say before making a request. There’s a critical insight here for anyone who wants to be more influential. The best persuaders become the best through Pre-suasion—the process of arranging for recipients to be receptive to a message before they encounter In this program, Dr. Cialdini illustrates how the Pre-suasion process works and how it can be used in your organization. For example, he presents evidence showing that:
- Congratulating individuals on their movement toward a goal—by beginning with a specific word—significantly increased the speed with which they reached the final
- Placing a particular image on the landing page of a website elevated visitors’ preference for purchasing more expensive items there.
- Greeting customers with a small gift (of a surprising sort) as they entered a retail environment generated 24% more purchases.
- Before beginning a brainstorming task, locating to a room with a special type of physical feature greatly improved a team’s creativity.
- Prefacing a request to try an unknown product with a critical question more than doubled compliance.
Just as importantly, he describes how program participants can employ the power of Pre-suasion, ethically, to become more influential both professionally and personally.
Influence During Times Of Uncertainty
In today’s uncertain environment, the need for simultaneously effective and ethical influence is necessary, pertinent, and now more vital than ever to our success. During this profound presentation, Dr. Robert Cialdini briefly reviews six research-based universal principles of influence, but focuses on those principles that are most effective during conditions of uncertainty and that leaders can employ to bring about positive and lasting change among individuals located both inside and outside their organizations.
Dr. Robert Cialdini, author of the ground-breaking book, Influence, and co-author of the New York Times best-seller, Yes! 50 Scientifically Proven Ways To Be Persuasive, is your guide in translating highly relevant but poorly-understood scientific research into practical business applications.
Influence: The Ultimate Power Tool
What does scientific research tell us about the persuasive approaches that make people most likely to say yes to requests? How can we use this research ethically and effectively?
Weaving compelling stories with evidence-based statistics, Dr. Cialdini makes this program memorable and immediately applicable. Here, he identifies and explains the six universal principles of persuasion that move others toward yes. Participants receive answers to such questions as:
What can we do to shorten the time required to develop and deepen relationships with our prospects, customers, and co-workers? How can we effectively establish our authority and trustworthiness with those we meet for the first time? After we have given, what words can we use to increase dramatically the likelihood that we will receive in return? When others are sitting “on the fence”, which principles of persuasion are most likely to spur them to act? And, which is the most underused, yet effective, principle of persuasion? In this program, Dr. Cialdini answers all these questions and more.
Used correctly and ethically, these scientifically-tested principles produce lasting relationships and strong, long-term change. When the science is available, why use anything else?
About Robert Cialdini, PhD:
Dr. Robert Cialdini has spent his entire career researching the science of influence earning him an international reputation as an expert in the fields of persuasion, compliance, and negotiation.
His books including, Influence: Science & Practice, are the result of decades of peer reviewed research on why people comply with requests. Influence has sold over 3 million copies, is a New York Times Bestseller and has been published in over 30 languages. His new book, Pre-Suasion: A Revolutionary Way to Influence and Persuade, published by Simon & Schuster, quickly became a Wall Street Journal and a New York Times Bestseller.
Because of the world-wide recognition of Dr. Cialdini’s cutting edge scientific research and his ethical business and policy applications, he is frequently regarded as the “Godfather of influence.” Dr. Cialdini received his Ph.D from the University of North Carolina and post doctoral training from Columbia University. He has held Visiting Scholar Appointments at Ohio State University, the University of California, the Annenberg School of Communications, and the Graduate School of Business of Stanford University. Currently, Dr Cialdini is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University.
Dr. Cialdini is President and CEO of INFLUENCE AT WORK; focusing on ethical influence training, corporate keynote programs, and the CMCT (Cialdini Method Certified Trainer) program. Dr. Cialdini’s clients include such organizations as Google, Microsoft, Cisco Systems, Bayer, Coca Cola, KPMG, AstraZeneca, Ericsson, Kodak, Merrill Lynch, Nationwide Insurance, Pfizer, AAA, Northern Trust, IBM, Prudential, The Mayo Clinic, GlaxoSmithKline, Harvard University – Kennedy School, The Weather Channel, the United States Department of Justice, and NATO.