Skillset New Zealand Blog
- Written by Ralph Brown
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.
- Written by Ralph Brown
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 is our founder and managing director. He has a background in psychology, television journalism and business.
Ralph's passions are psychology and writing. He leads workshops on both and speaks to conferences on the psychology of thriving at work.
In 2011 Professional Speakers Australia awarded him its top speaking accreditation, the CSP.
He has written six books and more than a hundred articles on psychology and writing. International research journals have published his articles reviewing the research on resilience.
Ralph's enjoys trips to France. He lives in rural Canterbury.
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