M16-S3 - The psychology of selling

In this session we discussed the Six principles of influence from the book Influence, the psychology of persuasion

Six principles of influence

In Influence, the psychology of persuasion the six principles of influence described are:

1. Reciprocity

• • Free samples, than buying
  • Gifts provoke a feeling of guild from which we want to release ourselves.
  • Example during the MBI training was that if you buy something small for people they are more likely to give you something back

1. Commitment and consistency
2. Social proof
3. Likeability
4. Authority
5. Scarcity

Persuasion: herding the digital sheep

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