Pre-suasion- A Revolutionary Way To Influence A... -

As Cialdini writes, "Pre-suasion is not about convincing people that what you have to offer is valuable. It is about establishing a state of mind in which they conclude for themselves that it is."

Before asking for a high price, you must prime the concept of value or quality . For example, luxury brands don't start with price; they start with art, history, and craftsmanship. By the time they quote $5,000 for a handbag, your mind has been primed for "masterpiece," not "cost." The Ethics of the Opening Move Pre-Suasion is revolutionary because it is amoral—meaning it can be used for good or ill. A con artist can use it to prime greed; a parent can use it to prime responsibility; a doctor can use it to prime a patient’s desire for health. Pre-Suasion- A Revolutionary Way to Influence a...

Consider this famous experiment: Cialdini and his colleagues approached people door-to-door asking for a donation to a charity. They had a 50% success rate. Then, they changed one thing before asking. They started by asking, "Do you consider yourself a helpful person?" Almost everyone said yes. Then, they asked for the donation. The success rate jumped to nearly 90%. As Cialdini writes, "Pre-suasion is not about convincing

The question "Are you helpful?" didn't contain the request. It contained the pre-suasion . It shifted the homeowner’s self-image from "random citizen" to "helper." When the request came, it didn't feel like a transaction; it felt like an obligation to their newly activated identity. Cialdini identifies three primary "attentional magnets" that can be used to pre-suade an audience: By the time they quote $5,000 for a

So, the next time you need to persuade someone, resist the urge to dive into your argument. Pause. Look at the environment. Ask a guiding question. Create the lens. Because by the time you actually ask for what you want, the most important part of the conversation will already be over.