SEVENTEEN
Persuasion by Social Proof
ONE OF THE most powerful influences on thinking is what other people “like me” have done in a similar situation. We are inordinately influenced by the behaviors of other people with whom we identify and to whom we relate.
Keeping Up with the Joneses
I remember a door-to-door magazine saleswoman coming to my home one day. She was friendly and cheerful. She introduced herself and then said, “I’ve been calling on your neighbors, and the average person I talk to subscribes to six of the magazines that I represent. I thought you might be interested in looking at this list as well.”
To paraphrase the words from the movie Jerry Maguire, “She had me at hello.”
Before we had a chance to think about it, we had subscribed ...
Get Negotiation (The Brian Tracy Success Library) now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
