2. Use a "minority" reaction. If you don't encourage others to do certain behaviors, associate them with their unwanted identities.
If you want to influence others' behavior, you should persuade them from the angle of violating their social norms. For example, you want everyone not to be late for the meeting. If everyone thinks it is normal to be late for the meeting, then you should emphasize the good qualities of people who attend the meeting on time; If everyone thinks it's normal to arrive at the meeting on time, you should emphasize the bad qualities of latecomers.
4. Strong environmental implications. When people see that others have violated a social norm, they are not only more likely to violate it themselves, but also more likely to violate other related social norms.
People attach great importance to their names. If you add their names, you can arouse their sense of responsibility.
6. When you want to encourage people from different teams to work together, you should pay attention to their identity. For example, Liverpool fans and Manchester United fans are incompatible. You can emphasize that they are all "football lovers" and it is easier to promote cooperation.
7. Long-term relationship makes both sides neglect to understand each other's changes, so we should arrange opportunities regularly to promote communication and understanding.
8. Most people have a strong desire to keep their promises, especially when they take the initiative to make this promise. If you want others to keep their promises, let them take the initiative to promise.
9. People are more willing to fulfill their voluntary commitments in public.
10: "Peace of mind" effect: After taking one positive behavior, people will relax and stop doing another positive behavior. For example, knowing that waste paper will be recycled, people will feel more at ease to waste paper. We should guard against this influence-for example, add a reminder next to the wastebasket: although recycling is beneficial to environmental protection, it is more beneficial to reduce resource consumption.
1 1: It is better and more lasting to let employees know the significance and importance of their work than to give them a raise. For example, you can invite customers who benefit from the company's services to interact with employees.
12: At auction, many bidders bid insanely high because of "promised price increase". This is because, if people make a promise, it is possible to continue to act according to the promise under the pressure of internal and external pressure, and gradually upgrade and exceed their own tolerance. Solution: When auctioning, let one person make a decision, and the other person will execute it on the spot.
13: Clever use of "execution intention": Let the person who makes the commitment think about the specific execution plan, which will greatly increase the possibility of his action.
14: "future binding method": when you want to persuade others to accept the change, it will be easier to accept it if you don't let them change immediately, but put the change at some time in the future. For example, if a company persuades employees to switch to a new workflow, it will be much easier to "execute within three months" than "execute within three days".
15: If we can touch people's sense of moral responsibility for "future self", we can persuade them to do something beneficial to them in the long run. For example, telling people that "retirement at the age of 60 is responsible" can increase the savings rate.
16: setting a goal that floats within a certain range can motivate people to achieve it-for example, losing 1-3 kg per week. There are two important factors for people to achieve their goals: challenge and realizability, and floating goals have both.
17: People are more sensitive to losses than gains. When persuading others, it will be more convincing to emphasize what you will lose if you don't do so.
18: shortening the time limit will greatly reduce the probability of people committing procrastination.
19: Finding some simple things to distract customers waiting in line, such as designing some small activities and providing some small services, will significantly improve customer satisfaction.
20: Whether in the interview or in the sales, focusing on the future potential of oneself (or product) will arouse the interest of the other party.
2 1: it can greatly improve the efficiency of the meeting by requiring participants to submit materials and making a task list in advance. In order not to imprison everyone's thinking, the person who organized the meeting should speak last. If the purpose of the meeting is to create an atmosphere of cooperation and mutual assistance, the round table is better, because the information emphasized by the round table is the overall goal and common interests. If the leader wants the team members to perform their duties, a square or rectangular table is better, because the angular shape and seating arrangement stimulate people's pursuit of uniqueness.
22: Clothing has a great influence. The correct way to dress is similar to the other person's style, but slightly higher.
23: Expert opinion can make people stop their inner refutation. Experts support it as soon as possible.
24. It is more convincing for an expert to express a little uncertainty and hesitation appropriately.
People will subconsciously think that the one in the middle is the most important.
26: For meetings that need to stimulate creativity, you can choose a meeting room with a high ceiling. Meetings that require specific solutions and actions should choose rooms with lower ceilings.
27. Take advantage of "home advantage": If you want to negotiate, let your opponent come to your company to talk, because negotiating in "other people's home" will weaken his confidence;
28: A few minutes before starting a negotiation or interview, remember your peak moment and deliberately keep an open body posture, which will significantly increase your body's strength hormones and make you more confident.
29: Things symbolizing "love" will encourage people to do behaviors related to love-more donations will be raised with heart-shaped donation boxes.
30: Let the other party make a "gift/wish list" in advance, which will make the other party happier than giving gifts at will.
3 1: After you offer help, when you respond to the other person's thanks, you should hint that you expect his return, thus leaving room for "mutual assistance". The suggestive answer can be: Never mind, if I need help in the future, you will do the same.
If you express your gratitude clearly and sincerely, others are more likely to help you again.
33. Using the psychology of "reciprocity", you can take the lead in giving benefits to others. The more unexpected the income, the more positive the return.
People underestimate the degree to which others are willing to help. When you need help from others, you should boldly ask for it. Managers can use their past experience of asking for help to motivate their subordinates to ask for help.
In the negotiation, the first bidder can fix the price of the other side.
The more accurate the quotation, the better. The other party thinks that after careful preparation, the counter-offer will be much smaller
37: The pricing of mantissa ".99" is effective because it makes the number to the left of the decimal point have an order of magnitude difference, such as 1.99 and 2.00. "Left digit" has a great influence on people's purchase decision. Therefore, setting the treadmill mileage at 9.9 km instead of 10 km will make people more motivated to complete.
38. When it is not easy to figure out, people prefer the order of benefits first and costs later. It is better to spend 279.99 yuan to watch 580 hours of programs than to spend 279.99 yuan to watch 580 hours of programs. The enlightenment to us is: when selling, say service first, then quote; When applying for a job, say the total number of grades first, then the working years.
There is no need to invest resources to give all customers a humble discount. It's like adding warm water to hot water, which will only reduce the overall temperature. These resources should be used to provide additional attractive discounts for a few key customers. The same is true when motivating employees.
40: When persuading the other party to agree to a big request, you can first break it down into small requests, let the other party measure the price that you are willing to pay for the small request, and then ask for a big request, and you may get more. For example, let people think about how much he is willing to donate to a child who is out of school, and then let him decide how much he is willing to donate if he wants to help 40 children who are out of school.
4 1: Give clear beneficiaries, specific means of help, and get more donations.
42: One of the secrets of promoting sales is to make customers feel the "opportunity cost" after buying your products. For example, if your product is cheaper than your competitors 100 yuan, you can ask customers to imagine what they can buy after saving 100 yuan, which will encourage them to choose you.
43: If you plan to lose weight, think more about how much you lost at the beginning and how much you didn't lose in the middle and late stages. Staring at smaller numbers can motivate you more.
44: When the choice is simple and the motivation to complete the task is sufficient, emphasizing flexibility helps to achieve the goal, such as customers accumulating medals to win grand prizes. If people want to make difficult changes, or when the motivation is low, strict order and structure are more helpful, such as the fitness punch plan in the gym.
45: When you use prizes to urge others to complete tasks, you should divide the rewards into different grades, which will make people feel that if you don't complete all tasks, there will be "losses".
46: When facing a thorny problem, take a step back and look at the problem from a distance, which will make you feel that the problem is simpler. Therefore, when presenting products with relatively complex or strong technological components to customers, salespeople will stay away from customers, reducing the difficulty of customer perception and decision-making.
47: Making a list of "other people's mistakes" can help you do the right thing. Because people are more sensitive to losses, they will pay more attention to negative information and are more likely to learn from it.
48: Instead of focusing on "zero error", it is better to spend resources on "quick error correction", which will get higher customer satisfaction.
49. In online marketing, we should find ways to encourage customers to "comment on the same day" because other netizens think that the consumption evaluation of the comments on the same day is more real and convincing.
Being friends can reduce the difficulty of business negotiation. Adding some personal work experience, hobbies and humor to your work email can greatly increase your human touch.
5 1: Touching will increase customers' sense of closeness to the goods, and customers should be encouraged to pick up the goods when selling. When selling physical products online, using copywriting to help customers imagine the feeling of touching goods can strengthen customers' sense of ownership and promote purchases.
Pay special attention to the customer's feelings at the end of the experience. No matter what the consumption process is, the final impression of customers will be greatly influenced by the end of the experience.
Author: Zeng Jie narrates: Zeng Jie