3. Sellthispen!
“The real answer is, before I’m even going to sell a
pen to anybody, I need to know about the person, I
want to know what their needs are, what kind of
pens do they use, do they use a pen? How often do
they use a pen? […] The first idea is that […] I want
to hear [the salesperson] ask me a question. Most
average or newbie salespeople think that they’re
supposed to sell you the pen, when a really
seasoned salesperson will actually turn it into a
qualifying session to find out what you need. That’s
the truth of it. It’s like trying to sell someone a house
and you don’t know if they’re in the market for a
house, what kind of house they want, how many kids
– so how can you sell someone a house? That’s the
point.”
4.
5.
6. Cialdini’s 6 Principles of Persuasion
• Reciprocity
• Commitment and Consistency
• Social Proof
• Authority
• Liking
• Scarcity
How could you use the principle
of reciprocity to convince people
to…
donate to charity?
share their lunch?
give you a ride home?
7. Cialdini’s 6 Principles of Persuasion• Reciprocity
• Commitment and Consistency
• Social Proof
• Authority
• Liking
• Scarcity
How could you use the principle of commitment to convince people
to…
Be honest…recycle…treat their brother/sister better…study
8. Cialdini’s 6 Principles of Persuasion
• Reciprocity
• Commitment and Consistency
•Social Proof
• Authority
• Liking
• Scarcity
How could you use the principle of social
proof to convince people to…
Turn off your
air
conditioning!
You could be
an
environmental
hero!
Turn off your
air
conditioning!
Your
neighbors are
already
reducing their
energy.
Turn off your
air
conditioning!
You could
save the
world for the
next
generation.
Turn off your
air
conditioning!
You could
save
hundreds of
dollars.
join a protest…vote…read…adopt a stray
9. Cialdini’s 6 Principles of Persuasion
• Reciprocity
• Commitment and Consistency
• Social Proof
•Authority
• Liking
• Scarcity
How could you use the principle of
authority to convince people to…
be quiet in a movie theater…
10. Cialdini’s 6 Principles of Persuasion
• Reciprocity
• Commitment and Consistency
• Social Proof
• Authority
•Liking
• Scarcity
How could you use the principle of liking to
convince people to…
become vegetarians…support
immigrants…buy a car…join the
military
11. Physical Attractiveness – “Research has shown that we automatically assign to good-looking individuals
such favorable traits as talent, kindness, honesty, and intelligence.”
Similarity – “We like people who are similar to us. This fact seems to hold true whether the similarity is in
the area of opinions, personality traits, background, or life-style.”
Compliments – “…we tend, as a rule, to believe praise and to like those who provide it, oftentimes when it
is clearly false.”
Contact and Cooperation – “…becoming familiar with something through repeated contact doesn’t
necessarily cause greater liking. […we must be] working for the same goals…we must ‘pull together’ for
mutual benefit.”
Conditioning and Association – “[Compliance professionals are] incessantly trying to connect themselves
or their products with the things we like. Did you ever wonder what all those good-looking models are
doing standing around in those automobile ads?”
12. Cialdini’s 6 Principles of Persuasion
• Reciprocity
• Commitment and Consistency
• Social Proof
• Authority
• Liking
•Scarcity
How could you use the principle of scarcity
to convince people to…
vote…participate in
Homecoming…read a book…visit
an art museum
13. Cialdini’s 6 Principles of Persuasion
• Reciprocity
• Commitment and Consistency
• Social Proof
How can you use a combination of Cialdini
techniques to convince an audience that
vote…participate in
Homecoming…read a book…visit
an art museumSCARCITY
LIKING
AUTHORITY
COMMITMENT
RESIPROCITY
Use a combination of the
Cialdini techniques to
convince an audience of
adults to support either
increased or decreased
support for public
libraries.
15. #nevertweet
What should the rules be concerning teachers who use
twitter? What would be a fireable offense, what would
get a reprimand, and what would be ignored?
17. IDEAS
Debates in Education: 0 grades
Debates in Education: Deductions for late work
What does a Grade mean?
What could educators learn from Fortnite? How could class be more like Battle Royale?
Cialdini prompts:
• Reciprocity. Think of this as “You scratch my back; I'll scratch yours.” ...
• Commitment and Consistency. Everyone has a self-image — a way of thinking of themselves. ...
• Social Proof. The idea of social proof is already quite common in the online world. ...
• Authority. ...
• Liking. ...
• Scarcity.
Teens are protesting in-class presentations. ““Nobody should be forced to do something that makes them uncomfortable,”
Sextus Empiricus, a classical doctor who popularized skeptical and empirical ideas as the
proper way to do medicine. Sextus seems like a pretty fun guy; his surviving
works include Against The Grammarians, Against The Rhetoricians, Against The
Geometers, Against The Arithmeticians, Against The Astrologers, Against The
Musicians, Against The Logicians, Against The Physicists, and Against The Ethicists.
