Maximum Influence: The 12 Universal Laws of Power Persuasion
Kurt W. Mortensen
Salespeople, consultants, managers, executives, entrepreneurs. . . Influence is a crucial tool for absolutely anyone seeking success and prosperity. But how can everyday people actually become more influential?" Maximum Influence" unlocks the secrets of the master influencers. Now in an all-new edition, the book combines scientific research with real-world studies, presenting the most authoritative and effective arsenal of persuasion techniques ever. Author and renowned expert Kurt Mortensen reveals the 12 Laws of Persuasion, explaining why each law works, how to use it, and what to avoid. You will learn about the law of dissonance, the law of contrast, the law of expectation--and nine other proven principles that consciously and unconsciously propel people to act. You willalso discover how to: - Read anyone instantly - Get people to trust you instinctively - Change minds easily - And convince anyone to give you almost anything With new case studies and cutting-edge influencing techniques, this is the ultimate guide to the art and science of getting exactly what you want--when you want.
stores, shoppers who are exposed to music shop 18 percent longer and make 17 percent more purchases than shoppers in stores not playing music. There are even rhythms, pitches, and styles of music that are best for different shoppers. Grocery store shoppers respond best to slow tempos. Fast-food restaurants use a higher number of beats per minute. For music to be effective, customers can’t really be aware of it. The music should not be overpowering but merely an atmospheric presence. Because
(1991), 8: 59–77. CHAPTER 11 1. John Maxwell and Jim Dornan, Becoming a Person of Influence (Nashville: Thomas Nelson Publishers, 1997), p. 64. 2. Dov Eden and Abraham B. Shani, “Pygmalion Goes to Boot Camp: Expectancy, Leadership, and Trainee Performance,” Journal of Applied Psychology (1982), 67, 2: 194–199. 3. R. L. Miller, P. Brickman, and D. Bolen, “Attribution vs. Persuasion as a Means for Modifying Behavior,” Journal of Personality and Social Psychology 3 (1975): 430–441. 4. John A.
can be used at any time, although they will always have a higher impact when used at the right time and in the correct way. The first key is to understand the foundational principles of Maximum Influence. The more of these elements that exist during the influence process, the faster and easier persuasion will be. They will cause your prospects to be more open, lower their resistance, and prepare them to be persuaded. Foundational Principles of Maximum Influence When your prospects have a
validation in word choice in matching and mirroring McDonald’s measurement, expectations and medicine Mehrabian, Albert mental alignment, protecting mental preparation meta programs mirroring and matching modification of beliefs Monkey Business Illusion Monroe, K. mood morality, similarity theory and motivation movement mugs, as promotional items music negative moods negotiation concessions in and contrast DITF technique for mirroring in and obligation and preparation
foot-in-the-door (FITD) self-persuasion senses, engaging separation of beliefs, to reduce dissonance sequential request(s), see also foot-in-the-door (FITD) setup properties Shaw, George Bernard, on indifference shopping malls sight silence similarity theory simple words Sinatra, Frank situation, contrast and Skelly, J. J., on media messages smells smiling smoking cessation social cues social labeling social media social norms social responsibility model Social Validation,