Buying something you didn’t need because you liked the person selling it?

Volunteering time you didn’t really have?

The Power of Persuasion looks behind the curtain of shilling and pitch to reveal the many methods of seduction used to pull your strings and push your buttons every day.

Do you know…?

1. You’re more susceptible to it than you think.
2. The most effective persuaders are the least obvious ones.
3. Whether they’re selling cars or religion, professional persuaders all follow the same principles of psychology.

The Power of Persuasion arms you with the knowledge to fend off such common manipulation tactics as:

Limited time offers: "Act fast because this fabulous opportunity won’t come around again!"

The "Four Walls" technique: A series of carefully worded questions makes you realize that you have no good reason for not purchasing the product

"Bait-and-switch": A salesman quotes a price on a car missing an important feature, then finds a more suitable car at a higher price

I am not saying that the Power of Persuasion is a bad thing, but if you really understand it, you can use it to your advantage, whether on your way to buy a car or selling an Insurance policy.

The following are the key points to Power of Persuasion:-

LIKING: People like those who like them. A good example is the ever-popular Tupperware party. People are more likely to buy products from a friend than from a stranger. Finding common interests and offering praise are two ways to foster liking.

SCARCITY: People want things that are rare or scarce. Ad s that s ay “limited time only” or “while supplies last” capitalize on this principle. Salesmen who claim to have exclusive information also use this technique.

SOCIAL PROOF: People follow the lead of their peer s. For example, a door-to-door charity campaign was found to be more successful when prospective donors were shown a list of neighbors who had already contributed.

AUTHORITY: People will defer to experts. When advertisers say, “Four out of five doctors recommend this product,” they are relying on the authority of medical professionals to influence consumers.

RECIPROC ITY: People will repay in kind. For instance, when the Disabled American Veterans began sending free mailing labels with their fund-raising letters, the response rate nearly doubled, from 1 8 to 3 5 percent. People feel obligated to reciprocate when they receive a gift or favor, even when it is unsolicited.

CONSISTENCY: People will uphold their stated commitments. After signing a petition in support of a social cause, for instance, people are more likely to donate to that cause later when asked. Individuals feel obligated to back up a public statement of support.