The Science of Influence: How to Get Anyone to Say Yes in 8 Minutes or Less!

by Kevin Hogan

Book Overview

Get customers, clients, and co-workers to say "yes " in 8 minutes or less

This revised second edition by a leading expert of influence continues to teach a proven system of persuasion. Synthesizing the latest research in the field of influence with real-world tested experiences, it presents simple secrets that help readers turn a "no" into a "yes." Every secret in this book has been rigorously tested, validated, and found reliable.

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• Format: Paperback
• Language: English
• ISBN: 0470634189
• ISBN13: 9780470634189
• Release Date: October 2010
• Publisher: Wiley
• Length: 320 Pages
• Weight: 0.90 lbs.
• Dimensions: 0.8" x 6.1" x 8.9"

Customer Reviews

You need to look no further for sales success

Whether it's body language, alpha strategies, omega strategies, 10 laws of persuasion, building rapport, self branding, oscillation, covert hypnosis or you just want to be privy to information most other authors would and do span out over 3 or 4 books then this is an absolute must read for you. Kevin Hogan again delivers where others leave you wanting and does so not in a way that is hard to understand or in a way that leaves you wondering whether it really does work like that but in a way that is completely and wholly backed up with real, provable scientific study and results. I am not for one minute not to try other authors attempts but what i am saying is that you'll be very hard pushed to find a title with so much usable information in it. Gary May Author: SELLING: Powerful New Strategies for Sales Success www.garymay.co.uk

Up-To-Date and Thorough

If you want to understand and apply persuasion principles and tools, study both this book by Hogan and Cialdini's "Influence." Cialdini's groundbreaking work explains six principles of persuasion that we all need to understand. In "The Science of Influence," Hogan expands the analysis of persuasion to ten laws of human behavior. And he shows you how to use these laws effectively. That's just one chapter! The other 11 chapters give you additional persuasion models and tools you can use now. You'll find this tightly written book both practical and fascinating. I especially like the chapter on reducing resistance. And Hogan, a master of framing, teaches that powerful skill in another chapter. Overall, you'll learn to apply the most current research to persuade others in ethical ways. This creates both short-term results and win-win relationships for long-term success.

Chapter 11 is Worth The Entire Cost of the Book

Chapter 11, titled "I'll Think About It", is a priceless chapter. In speaking with people when presenting your product his examples he uses are broken up into 3 categories. It is so simple yet so powerful! The rest of the book is laid out in easy to understand language that can make you understand why people think the way they think. As a professional business executive I had to give this book the highest rating. It is well worth the money and should be added to your library.

continuation of Cialdini's Influence

I was extremely captivated by Cialdini's Influence: Science and Practice, which is one of the best read book ever on the subject of influence. i have read many other influence and persuation books since. this one is the best, and should be a requiered reading to extend the original cialdini's book. while cialdini's book is more simple and clear with the 6 weapons, this one is more rich and expanded to various details of the influence. Basically, the book is about how people react to certain situation and how we can maximise our effort. people are more emotional rather than rational. how the same offering can be arranges to be more attractive. Each technique will yield a lot of success if we can smartly apply it to our daily life. Hogan took a lot of various sources materials and put them together, along with his own research, into this wonderful book. If you are a salesperson, negotiator, leader, or person with anything to do with people, you should read this and try out some of the techniques explained. My book has been read and re read and flipped and marked, and i have used a lot of the materials for my seminars, and i still love this book and re read it often. If you want to influence people in anyway, buy and read this book! 5 stars materials.....

I'LL think about it.......

How mant times have we all heard those words and wondered what the heck were they thinking about? Whether it was a customer, client, friend or family member, wouldn't it be nice to know. Well "The Science of Influence" Broke the lid off it for me. I have been in sales for over 25 years and doing therapy for 20 of those years. And i have read hundreds of books and listened to literally thousands of audios and videos on the subjects of Sales and Infulence and Changing people's minds. This book rises to the top. I Love this book! This Book Helped me to see what i was doing right and what i was doing wrong, and then added a whole bunch more, "what to do right" that i hadnt even considered or heard anywhere before. The book starts off by telling you what must happen before you even begin any interaction that you want to hear a "Yes" to. He tells you how to set up the context of the interaction, that puts the odds in your favor before you say a word. Then he gives you the Science in layman's terms to back it up. The book then gets into the easily understandable science of what is going on with a person's emotions and thoughts in real time, as they are getting to "Yes". No more guessing. You get front row seats. You learn what is blocking them from yes and what to do and say to get around thier blocks. The parts i liked best were the ones dealing with how a person goes back and forth between "Yes" and "No" When making a decision, and how to recognize it and what to do at those critical points to help that person get to "Yes". Any therapist or sales person, teacher, counselor, manager Etc. will see the value in this book right from the beginning. It takes so much of the guesswork out of when you are attempting to persuade, by seeing into People's thinking and decision making processes. And he does it in such an understandable way. It is almost as if he is using these principles in his writing so we can get a first hand knowledge of how the process works. It also helps the person making the decision because a lot of people don't know how to make a good decision for themselves. It helps build rapport by getting to "Yes" smoothly instead of "Forced" like so many older models of influence and persuation. Along with the science to back up what Kevin Hogan says are modern day examples of how people and businesses and governments are using this knowledge today. This helped me set some reference points for how else i might use this awesome technology. It also helps me to recognize those that may want to use this Model for sinister purposes, and how to protect myself against it. I can tell you one thing. I will be looking for ways to get any other research on Influence and persuation from Kevin Hogan. This book has shortened my learning curve by YEARS! Dont be left behind. Buy this book right away MJR