7 Universal Principles of Influence KEVIN HOGAN

7 Universal Principles of Influence KEVIN HOGAN

Summary

1. People crave direction. Give them direction that wires into their unconscious drives.

2. People want to believe they are in control...and feel better when they perceive they are.

3. Help people resolve their cognitive dissonance by narrowing options and alternatives quickly and decisively.

4. Realize that your profits will increase with fewer choices for your clients and customers. There are NOT 64 color choices for the new Lexus or Honda. There are 7 choices.

5. Remember the Pareto Principle. 80% of almost everything that happens comes from 20% of the participants or options. (80% of the money is made by 20% of the salespeople and so on.) Use the Pareto Principle to design the very FEW options you need for your clients.

6. Too many choices means that people will freeze and not know what to do. Always be prepared to direct people to the best choice for them.

7. Always think long term. Your clients look to you for guidance and will remember the results.

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This posting was made my Jim Jacobs, President & CEO of Jacobs Executive Advisors. Jim also serves as Leader of Jacobs Advisors' Insurance Practice.