Harness the Power of Influence and Ethical Persuasion in Business
How to hear YES more often
In this book, Cialdini Certified Coaches and Founding Members of the Cialdini Institute bring you real-world examples, experiences and viewpoints to harness the power of influence and Ethical Persuasion so you can elevate your communication effectiveness and secure your competitive advantage without compromising your integrity.
“For me, the greatest strength of the book is the real life examples of the principles in action. Each author provides something tangible for the reader to take away and implement into their own lives.“
Thank you
Welcome, and congratulations on your curiosity and desire to communicate much more effectively using the science of Ethical Persuasion.
We hope this book will give/has given you more insight into how to apply the principles of persuasion more consistently and successfully in your business.
Patrick, Leopold, John, James, Martin, Mark, Pilar & Isto
Key Influence Take-Aways
The authors of 'How to Hear YES More Often' are driven to help individuals and teams get science on their side and stop wasting time and resources on predictably ineffective communication efforts.
Understanding
While the theory taught by Dr Cialdini is easy to understand, the finer nuances escape most people. Through the practical insights in the book, your understanding will increase.
Application confidence
We often doubt we understand the theory well enough and this limits our drive to start implementing changes in our communication. You will grow your confidence by putting yourself in the author's shoes.
Identification
Identifying the opportunities to use the principles of persuasion is a skill to be mastered. This book will help you by sharing many real-world examples.
Ethics
When the science of human decision-making and Ethical Persuasion is this powerful, there is no need to risk your reputation with unethical practices. This comes through in each chapter.
So glad you are here
By using the science of human decision-making we can hear YES more often
Build your
Persuasion Skills
When we attempt to state our position to others to get agreement or compliance, the information we give falls into one of two categories:
- Information needing to be processed by the conscious and logical part of the brain - Which given our overloaded world tends to increase uncertainty and rejection, or
- Information that functions as a shortcut for the brain to make easier 'YES' decisions.
This book helps you expand your understanding of persuasion and identify more shortcut information in your situation.
Use Persuasion Ethically for maximum effect
Ethical use of the persuasion principles are the best way to long-term success. Unethical use doesn't sit well with most of us and brings along with it an ever-increasing risk of potentially irreversible damage to our reputation.
Meet the Authors
How to Hear YES More Often
Harnessing the Power of Influence and Ethical Persuasion
Patrick van der Burght
Cialdini Certified Coach
Founding Member of the Cialdini Institute
In Chapter One ‘From Frustrated Sales Professional to Scientifically Charged Competitor‘, Patrick van der Burght starts us on a journey, reflecting on one of his first complete persuasion successes in what seemed to be a dire situation when he took on the representation of a brand that had severely damaged its reputation the year before. He went from being laughed at by retailers at mentioning the brand name, to being market leader in 18 months. How did he analyse the situation and put the principles to work?
Patrick van der Burght, is based in Australia.
For more information on Patrick’s services, go here.
To visit his website, go here.
Leopold Ajami
Cialdini Certified Coach
Founding Member of the Cialdini Institute
In Chapter two, ‘Give Them a Piece of You’, Leopold Ajami introduces the ‘P.W.R.’ Piece of Influence. This unique framework integrates Public Speaking, Thought Leadership, and Ethical Persuasion. It will help you develop a ‘Powerline’ for message precision and authority, a ‘Worldview’ for unique indispensability, and ‘Reflection’ to find your treasure in the trivial. This powerful framework is the missing piece you need to turn your voice into your most influential tool.
Leopold Ajami, is based in the UAE.
For more information on Leopold’s services, go here.
To visit his website, go here.
John Doorbar
Cialdini Certified Coach
Founding Member of the Cialdini Institute
In chapter three, John Doorbar reveals how you can use the 7 principles of influence to dramatically boost your results when you present. You will follow three international managers as each of them integrates one of the factors to improve their impact. You will learn 12 practical secrets to inspire change. Some people use influence to manipulate, and you will see how to recognise these unscrupulous ‘wolves’. You will then be able to easily handle any ‘wolves’ in sheep’s clothing.
John Doorbar, is based in German.
For more information on John’s services, go here.
To visit his website, go here.
James Rose
Cialdini Certified Coach
Founding Member of the Cialdini Institute
In chapter four, James Rose talks you through a series of examples of how different words can significantly impact your success and help you hear ‘yes’ more often. With the right words, you can shape people’s perceptions, alter their emotions and (ethically) influence their decision-making in your favour. Once you’ve read this chapter, you’ll never enter into a business conversation the same way again!
James Rose, is based in the United Kingdom.
Martin John
Cialdini Certified Coach
Founding Member of the Cialdini Institute
In chapter five, Martin John brings to life the impact that using the principles of ethical persuasion had in his world of Procurement and Purchasing. In four practical and relatable examples that anyone can use, read how, despite challenging circumstances, his results were transformed thanks to pre-suasion and the principles of liking, reciprocity, consistency and social proof. You’ll discover that persuasion isn’t just for Salespeople. Buyers will benefit from knowing these techniques, too.
Martin John, is based in the United Kingdom.
For more information on Martin’s services, go here.
To visit his website, go here.
Mark Brown
Cialdini Certified Coach
Founding Member of the Cialdini Institute
In chapter six, Mark Brown delves into the labyrinth of decision-making within organisations. Drawn from Mark’s personal experiences in a banking environment, he unveils the hidden challenges of altering established practices and overcoming resistance. It shines a light on the often-overlooked influences of cognitive biases and subconscious drivers on our decisions. This is a guide to navigating these complexities and improving decision-making processes. A must-read for those seeking to tackle the intricacies of organisational decision-making.
Mark Brown, is based in the United Kingdom.
Pilar Bringas
Cialdini Certified Coach
Founding Member of the Cialdini Institute
In chapter seven, following the example of Alexander the Great, the greatest leader of Ancient History, and his relationship with Aristotle, the towering philosopher of ancient Greece, Pilar Bringas explains the application of the science of human behaviour. Understanding and applying behavioural science has become the key instrument for business success, the best tool to navigate these times of fragility, anxiety and uncertainty.
Pilar Bringas is based in Spain.
Isto Felin
Cialdini Certified Coach
Founding Member of the Cialdini Institute
In Chapter eight, Isto Felin helps you discover the TIMBR effect – Tiny Influence for Mighty Business Results – a powerful approach to ethical persuasion in business. Through engaging stories and real-world examples, you’ll learn how subtle applications of influence principles can drive remarkable outcomes and growth. TIMBR proves that small changes in communication can yield outsized results both in larger and smaller businesses. Unlock the potential of ethical influence and compose your own success story with the TIMBR effect.
Isto Felin, is based in the Finland.
Ready to Persuade?
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the authors
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