Skillset New Zealand Blog

Ideas to help your team develop personally and professionally.

We're indebted to many researchers and thousands of salespeople for this one. It's been extensively field-tested.

It can be used in dodgy, manipulative ways, but you can use it honourably. The ethics depend on the context, so I'll have to leave the ethical issues to you to mull over.

It's the consistency principle, known to salespeople as the 'foot-in-the door technique'.

Here's how it works.

We don't really persuade people. They persuade themselves. But here's a way to influence their thinking.

'Put yourself in the other person's shoes' might be a cliched instruction, but it should be in your persuasion toolkit.

Make it a habit in your team.

About Ralph Brown

ralph brown blog3

Ralph is our founder and managing director. He has a background in psychology, television journalism and business.

Ralph takes workshops and speaks to conferences on the psychology of success - and writing skills. (His CSP is the top speaking accreditation from Professional Speakers Australia.)

He has written six books and more than a hundred articles on writing and psychology. International research journals have published his articles reviewing the research on resilience.

Ralph enjoys his regular trips to France. He lives in rural Canterbury.

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