Influence
February 23rd, 2006
Influence: Science and Practice by Robert B. Cialdini
Why We Like This Book:
This book is fascinating. It will both intrigue you, and make you feel like you can trick anyone into doing anything. And, you would be able to. Cialdini lays out how to influence and persuade others by teaching basic principles about why we act the way we do, and why we respond to others the way we do. This is a core book for sales and marketing professionals, and any manager who has to use more than just positional power to make things happen (that would include YOU).
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May 12th, 2007 at 7:43 pm
(long time listener, first time poster)
I was about to write you to suggest Cialdini’s other book _Influence: The Psychology of Persuasion_. I’m excited to read this title for comparison.
I heard something in one of your early podcasts that reminded me of some of his observations in that book. So many of these observations can be put into use in selling ideas as a manager; not at the level of manipulation, of course, but at the level of overcoming inertial resistance.
It took me a while to find your reading suggestions, but am excited to dive in.
May I give you some feedback? When you produce posts and podcasts densely filled with useful information and delivered with the joy that you bring, it really makes me appreciate how hard you working to make my life better and how lucky I am to have you as a resource. I am inspired to improve myself. Thank you.
May 12th, 2007 at 10:23 pm
Andrew-
You’re quite welcome. It’s our privilege to serve you.
Mark
March 3rd, 2008 at 1:25 am
“The Social Animal” by Elliot Aronson (Professor Emeritus of Psychology at Stanford University) is another book that digs into the basic psychological principles of why people act the way they do.
I found it pretty fascinating, and it is very applicable to customer relationships and many other aspects of sales and marketing.
If Mark and Mike are in a shortage of books to read and review (somehow I doubt this is the case), they might consider this one.
March 3rd, 2008 at 2:17 am
Hans-
I’ve had this recommendation before, and so it’s time. I’ll read it and let you know!
Mark