TIP

We say yes for many reasons. You will need to combine different techniques to develop your influencing skills. For instance, if you can make people feel that what you are offering is rare, special or difficult to get, they are more likely to want to be persuaded. This is called the “scarcity principle”. If you can get someone to say or write that they are committed to doing what you ask, they will also be more likely to follow through. Combine both “commitment” and “scarcity” techniques, and you’ll be extremely persuasive.