An infographic to introduce our six-part blog series based on Robert Cialdini’s methods of influencing people. We have adapted his six methods of influence to illustrate their applicability to the creation and delivery of memorable, more persuasive sales presentations...

1. Six methods of
INFLUENCE
for persuasive presentations
Source: Cialdini, R. (1984) ‘Influence, the Psychology of Persuasion’
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The process of giving
freely, with no
expectation of anything
in return.
‘Free giving’ creates a
feeling of debt in the
recipient which in the
fullness of time, it is
hoped, will be repaid.
2
A consistent approach across different
platforms, as opposed to simply ‘doing
the same thing over and over’.
Differing service levels can lead to
mistrust; the last thing you want
creeping into customer relationships.
3
Essentially what other
people say about you. This
can range from informal
commentary to formal
qualifications.
4
The ability to create an aura
of ‘gosh, I’d like to be like
them’.
The sort of behaviour that
causes colleagues to say to
each other, ‘wow, you know
we really ought to be more
like them – they’re an
impressive bunch’.
5
People enjoy listening
to experts.
Demonstrating your
authority is a good way
to engage an audience.
The challenge lies in
achieving this without
appearing to be
insensitive, arrogant or
boastful.
2 for 1, while stocks last.
Will the supermarkets run out of
stock? Unlikely.
And yet, those three words are used
so often to trigger action.
Why? Because scarcity sells.
To read more about Cialdini’s six methods of influence, visit
www.activepresence.com/presentation-theory/
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