Conclusion After reading "influence"

Information of this book:
Title: Influence
Author: Robert cidini
Translator: Chen Xu
Press: Renmin University of China Press
ISBN: 7-300-07248-8
Price: 45.00 yuan
She interprets the six Influential principles from an invisible perspective of human interaction. Be familiar with and apply these principles to improve your ability to influence others to more than one level, with many benefits-interview, communication with customers and leaders, and negotiation, quickly establish trust relationships with strangers and so on. At the same time, it can prevent others from using some ulterior motives to cheat themselves, and even tell you how to effectively obtain help from others when their lives are threatened!

1.Reciprocity principle:

In fact, each principle has more than one level of content. I will simply write it out here.

I have been training for a while, and I have been with me for about two hours. I bought a bottle of ice water for both my coach and myself on the way, I just want to see how much this little favor will play. After getting on the bus and getting to know each other, I said the weather was very hot, and you had to keep talking to me along the way, guiding me to drive, it must be dry, I will bring you a bottle of ice water. I noticed that the coach was a little surprised, but I didn't say anything at the time. Later I learned that I was the first person to consider him.

When training a car, at my request, the coach took me to practice reversing, moving a car and other training content, which was not allowed by their company because I paid50RMB/Hours, the training content is just on the road to practice, and inverted pile and so on80/Hours! In addition2I practiced for nearly an hour! This is completely a reciprocal effect! Now let's take a look at a bottle of water (2RMB), how much is the return :(80-50)× 2 = 60Yuan, one hour of extra exercises80Yuan, which is what I get140Yuan, that is, the ratio of pay to return is1:70! At this point, I have a deep understanding of the influence of reciprocity!

 

2.Principles of commitment and consistency:

The experience of buying watermelon once made me unforgettable for a long time. On a watermelon stall, I asked my boss to cut me a small piece and try it. The result was not sweet! I want to try another watermelon. The boss asked"Do you want to buy it ?!"I was upset."Of course, I bought it with sincerity. I can make trouble for a watermelon!"The boss cut me another piece for me to taste. In fact, after I had eaten it, I still felt bad, I don't know why I didn't say anything, so I bought this watermelon that I thought was not sweet. Carrying this"Trophy"On the way home, the more I think about it, the more I think it is wrong. I always feel cheated. then I suddenly realized that my boss may unconsciously use the commitment and Consistency Principles!

One sentence"Do you want to buy it?"At that time, whether it was for the sake of face (I still have to pay you for this watermelon !), To show that I was not here to make a mess, I affirmed his question and made a promise. After eating another piece of his watermelon, even though I don't think it's good, it's easy to be said that it's not a good idea to buy it, so the pressure of consistency forced me to pay without words, and I still don't know why, I can only be dumb!

3.Principles of Social Identity:

Social Identity: every moment in our lives, every corner of our lives affects us silently. I would like to give an example that is often seen in Beijing. When I travel, I usually take the subway. Basically, every subway station has an escalator, and there is a place on the escalator."Please stand on the right". I found a strange phenomenon, that is, there is no one on the left side of the escalator. It shows a high moral character that is quite convenient to people, or it is full of people, why can't people who want to run in an emergency even go through? Think about it. This is not exactly what the Social Identity principle is working on! After I figured it out, when I took the elevator again, if there was no one on the left, I would be too embarrassed to stand on the left. If there were already several people standing on the left, I didn't think there was anything wrong with my standing in the past. It seems that the power of social identity is really powerful!

In fact, a movie perfectly reflects this phenomenon.-------------King Kong. The film was captured in New York when it entered King Kong and was forced to perform the performances. It was a typical case of a multi-dimensional ignorance. The fear and desire in the heart make people feel that they have never met the world and are afraid of ugliness. In the end, it is not the life or death of others, but the threat to their own lives, this is a more powerful attack on the negative effects of this kind of psychology. It also profoundly interprets the huge power of the principles of social identity..What the film shows is by no means what the text can express. It is also the vivid portrayal of the characters in the movie, and the more refined grasp of people's psychology.

4.Preference principle:

After reading the book's explanation of the principles of preferences, I immediately began to prepare for a long-term task, that is, the accumulation of various topics. The reason for my work is that the customers I contact are more honest people in my pockets. Therefore, I have summarized the topics that I can talk:1.Sports and Leisure, including golf, tennis, fishing, hiking, etc;2.Food, drink, famous wine and famous tea, eight major cuisines, western food, and trendy food;3.Major brands, clothing, watches, jewelry and all kinds of luxury goods;4.Investment and Financial Management, stock funds, real estate investment, financial policies, and economic forms;5Today's events have recently taken place on this planet. The reason why I am doing this time-consuming and laborious job is very simple, that is, to increase effective communication topics with my customers, because most of my customers are familiar with and interested in these topics, the communication between me and them will be smoother and easier to gain trust. Based on the principle of preference, I will be more likely to influence them.

 

5.Authoritative principle:

A few years ago, I had a loan business for a real estate project. At that time, the market was still very poor."Emerging things"I don't know much about it, So merchants have a lot of tricks to play. At that time, our company had only achieved some private consistency with some bank staff. It may be a little convenient to handle the business, so we made several plaques and wrote books."Designated lending institution of the Agricultural Bank""China Construction Bank designated loan institution""China Merchants Bank designated loan institution"In addition, I have also printed a batch of leaflets. I think everyone has seen the booklet about banking in the Bank's business office. What we have printed is based entirely on the Bank's appearance and style, only the content is changed to your own business. Of course, it will definitely be written in heavy ink with the proxy relationship of a certain bank. After doing this, the business volume increases significantly! When consumers only see these two things, they can easily believe that the company is very formal and authoritative, just because these two are authoritative. Even consumers do not further ask what the company has to do with the bank. It's just a bit tricky in private or a formal agency authorized by a bank, you will be willing to accept all the bills. Obviously, how easy it is to make an authoritative look!

 

6.Shortage principle:

The power of the shortage is really everywhere. The price of meat and eggs in the previous section has risen sharply, and many long-queue people often see crazy purchases. Once a certain product indicates limited supply, no matter what the quality is, buy it first. Beijing has a famous"Brother 5 roast wings"It is said that you have to make an appointment one month in advance, and you have to make a one-time order. You are absolutely not allowed to eat it. If you don't think it is enough, it's a limited supply! It's hard to use the shortage principle in this way! Besides, some real estate vendors, who have built a house, first made a large number of reservations by their own people, and then declared that the house was selling as soon as it was opened, and made a spectacular view of the layout brigade, in a very short period of time, the house becomes a shortage of goods, and people are scrambling to buy it. Sellers are always so smart and consumers are always so irrational.!

The content in the book is definitely not so superficial. I need to continue to explore more excellent things. In addition, with the remarks from instructor Sun, we can better understand the content, it also provides valuable suggestions on how to use these Influential principles in China.

My training manager told us a story: he once went to a company to provide sales training to their employees. The response was very enthusiastic and the boss of the company was very happy, and hoped to cooperate again in the future. My manager told the boss:"Now they are enthusiastic about their reflection because their passion has not been withdrawn yet. The next day, most people will go back to their original path and there will be no changes. In a while, most people may not be able to remember the specific training content. If an employee is still applying the knowledge and skills taught in this training two months later, tell me his name, I dug him up!"It's a real shot.!Execution and persistence are essential for success! I am determined to continue to practice, learn, and summarize these principles in my future life and work so that I can become a more influential person.

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