"Dr Cialdini … had an instinct that if we really want to understand the social influence process we can't confine it to a laboratory ... we've got to get out into the real world. So he took almost a three-year hiatus from teaching and he went out and got jobs … then after that three years he stepped back and he looked at everything that he had learned and he combined it with his understanding of the influence process … and he said you know what there are really six principles, now a seventh, but at the time six universal principles that people all across the globe tend to respond to in one way or another." Brian Ahearn shared this insight with me about Dr Robert Cialdini and his groundbreaking work on influence on Episode 27 of the Reframe & Reset Your Career podcast.
Brian is a dynamic international keynote speaker, author, coach and consultant. He specializes in applying the science of influence in everyday situations.
He is one of only a dozen individuals in the world who currently holds the (CMCT) designation and one of just a handful to have earned the Cialdini Pre-suasion Trainer® (CPT) designation.
These specializations in the psychology of persuasion were earned directly from Dr Robert Cialdini, the most cited living social psychologist in the world on the science of ethical influence. I am a huge fan of Dr Cialdini’s work and his book “Influence” is the one that I most often reference on my podcast.
A cum laude graduate of Miami University, Brian has been in the business arena for more than 30 years and training people for over two decades. Brian is also a Competent Toastmaster and a Chartered Property Casualty Underwriter.
Brian’s first book – was named one of the Top 100 Influence Books of All Time by BookAuthority. His second book, Persuasive Selling for Relationship Driven Insurance Agents, was an Amazon new release bestseller in several categories. His new book is “The Influencer”, which is a fictional account of how an ordinary young man, develops his influencing skills by learning from clients, colleagues and mentors and is partly based on stories from Brian's personal journey.
Brian and I had a great conversation, talking about the following:
Applying the self discipline that he picked up from sport to work and aligning that to a goal;
How Brian first formed a connection with Dr Cialdini simply by being helpful;
The seven principles of Influence: liking, reciprocity, social proof, authority, commitment and consistency, scarcity and unity;
Using the liking principle to build relationships;
Creating content and social proof;
Reciprocity in the business environment;
Looking for things to like about people rather than making them like you;
Reciprocity may be used against you;
Applying influence when looking to be promoted at work;
Pre-Suasion, the concept of unity and how it helped Brian get engaged to his wife!, and
It would be great to hear from you, the listeners, and your thoughts about the podcast, YouTube channel or anything else, it's always a pleasure to hear from you. I have had some great reviews but not had any way of responding. Thanks so much for your support and have a great week!
*Reframe & Reset Your Career, including any comments made by the host and guests, is for informational purposes only and does not constitute advice of any description, including but not restricted to financial, legal, investing or medical advice.*
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