Prior to writing his groundbreaking book, Influence: The Psychology of Persuasion, the author, Robert Cialdini went undercover to understand why people say “yes”, and what techniques can increase compliance (getting to yes) with others.
Liking means people like (and buy from) those who like them.
A door-to-door salesman came to my house, offering to switch my energy (Electricity and Gas) suppliers for discounted rates.
He was in a hurry and I sensed he was an arrogant little jerk.
He showed no interest towards me.
If he could make my energy bills free, I would still say no. I wanted nothing to do with him.
In sales, empathy is one of our best traits.
We want to be understood before we trust others.
When you like your customers, they will feel it.
Over the years I have adopted my customers’ interests.
I want to make their lives better. They are awesome.
