How would a store owner use the foot-in-the-door technique to sell you an expensive product? For example, say that you are buying the latest model smartphone, and the salesperson suggests you purchase the best data plan.
You agree to this. The salesperson then suggests a bigger purchase—the three-year extended warranty. After agreeing to the smaller request, you are more likely to also agree to the larger request. You may have encountered this if you have bought a car.
When salespeople realize that a buyer intends to purchase a certain model, they might try to get the customer to pay for many or most available options on the car. Another example of the foot-in-the-door technique would be applied to an individual in the market for a used car who decides to buy a fully loaded new car. Because the salesperson convinced the buyer that they need a car that has all of the safety features that were not available in the used car.
Read more about persuasion at The Noba Project website. Improve this page Learn More. Skip to main content. Social Psychology. Search for:. Try It. Did you have an idea for improving this content? Licenses and Attributions. CC licensed content, Original. Let's be honest: We all want and need things from other people. We want people to follow, trust, and accept us. We want to influence others to our way of thinking.
Possessing the right tools and knowing how to use them is the secret to success. Maximum Influence supplies a complete toolbox of effective persuasion techniques. Most people use the same limited persuasion tools over and over, achieving only temporary, limited, or even undesired results. You can do only so many things with a hammer, right? We need to open our minds to the whole toolbox of persuasion and influence. We have all heard the maxim: "If the only tool you have is a hammer, you tend to see every problem as a nail.
The art of persuasion must be customized to every group or individual, to every situation or event. It's like playing the piano with only two or three notes: You're playing "Chopsticks" when you should be playing Mozart. When you play with all the keys of persuasion and influence, you can create a masterpiece with your life.
If you properly implement the strategies of Maximum Influence, you'll persuade others not only to want what you want, but also to be eager to do what you want. Note that persuasion is not the same as negotiation, a term that suggests some degree of backing down or meeting in the middle.
Rather than compromising, as in negotiation, effective persuasion will actually convince the opposing party to abandon their previous position and embrace yours. This includes whether you are viewed as trustworthy and credible, for example.
This power can be seen with people who possess knowledge, have authority, or use coercion during a persuasion process. Motivation is your "call to action," or what you want your audience to do.
One's ability to persuade meant great social prestige in the ancient Greek world. Homer regarded the rhetorical skills of Nestor and Odysseus as tremendous inborn gifts.
It was Aristotle who first introduced persuasion as a skill that could be learned. At that time, rhetorical training became the craze for the citizens of Athens, especially the politically elite. The first book ever written on persuasion was Aristotle's The Art of Rhetoric. The book's basic principles established a foundation for persuasion that still holds true today.
Aristotle taught that rhetoric was an art form that could be approached systematically by a formula for all persuasive attempts. Aristotle's most famous contribution to persuasion was his three means of persuasion: ethos, pathos, and logos.
He argued that the most effective persuasive attempts contain all three concepts, setting an unshakable foundation for success. Let's briefly review Aristotle's three basic means of persuasion. Ethos refers to the personal character of the speaker. Aristotle believed that audiences could be persuaded if they perceived a speaker as credible.
In his own estimation: "We believe good men more fully and readily than others. It is the audience's perception of the credibility of the speaker. Aristotle taught that ethos was the most powerful of the three persuasive means. Indeed, scientific research has proven the power of individual ethos.
A study by Hovland and Weiss gave students messages that were identical in all respects except for their source. High-credibility sources yielded large opinion changes in the students while low-credibility sources produced small opinion changes. Pathos is the psychological state of the audience. The psychological or emotional state of the listener can affect persuasion because "our judgment when we are pleased and friendly [is] not the same as when we are pained and hostile.
When you determine the difference between the two, you can use that knowledge to your advantage. By helping them see how they can get from their current state to their desired state, you can persuade people to do just about anything.
Logos is the substance of a message, or the logic presented to provide proof to the listener. Aristotle believed that humans are fundamentally reasonable people who make decisions based on what makes sense. This manner of reasoning is what enables the audience to find the message persuasive and convincing.
Aristotle's three concepts are central to understanding modern-day persuasion. The principles and laws described in Maximum Influence are founded upon the principles presented by Aristotle and the ancient Greeks. Admittedly, however, the times and the means of persuasion have changed over the years.
It is more difficult now than in any other time in history to persuade and influence those around us. In Aristotle's time, the people had limited access to information and most could not read. That gave Aristotle an advantage we no longer have today.
Modern-day Persuaders run into three major factors that make persuasion a greater challenge than it was in the past. First, people are better educated and have access to more information than they did in any other time in history.
With the explosion of the Internet, information is instantly available. We can now find out the cost of a car before we even enter the dealership. The second roadblock to persuasion is that today's consumers are increasingly doubtful and skeptical. The number of persuasive arguments we see and hear every day is growing at an alarming rate, and it takes more and more effort to sort out the valid offers from the scams. The third barrier to persuasion is choice.
Now, via the Internet, the consumer has access to the world market. In the past, if you had the only bookstore in town, that is where people had to shop. Now, one bookstore owner has to compete with hundreds of bookstores around the globe and with Amazon for the same business. The greatest common denominator of the ultra-prosperous is that wealthy people are master communicators.
There is a direct correlation between your ability to persuade others and the level of your income. Impeccable and masterful communication unarguably leads to wealth. The highest paid and most powerful people on the planet are all master communicators. These individuals put themselves at stake in front of large groups, communicating and persuading in such a way that people are inspired to support them.
Your financial success in life will be largely determined by your ability to communicate with other people. Everything you want, but don't currently have, you will have to get from others. Your ability to effectively communicate and persuade will be your key to riches. Persuasion is also your golden ticket to promotion. Communication skills rank number one of all the personal qualities employers seek in college graduates.
Master communicators feel in control of challenging situations because they understand the art of persuasion and they know how to recognize and use persuasive strategies. Central to understanding persuasion is the concept of neutrality. The Rules of Persuasion are neither good nor evil.
They simply exist. Just as nuclear energy can be used to create electricity or an atomic bomb, persuasion can be used to create unity or to force compliance. Whether the outcome is good or bad depends on the person using the laws and how that person applies the techniques of persuasion. Some people desire to win at any cost, using any available tactics including misusing the Rules of Persuasion.
These individuals are willing to use guilt, violence, intimidation, temptation, bribery, and blackmail to get the desired result.
Most proposals require compromise. Ensure that everyone is on the same page and take the time to follow up to resolve any lingering doubts or questions. Actively scan device characteristics for identification. Use precise geolocation data. Select personalised content. Create a personalised content profile. Measure ad performance. Select basic ads. Create a personalised ads profile.
Select personalised ads. Apply market research to generate audience insights. Measure content performance. Develop and improve products. List of Partners vendors. By Alison Doyle. Alison founded CareerToolBelt. Learn about our editorial policies. Updated on September 17,
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