I’ve referenced Dr. Robert Cialdini many times throughout the course of this podcast because of his impact on ethical influence. The pillars of influence Dr. Cialdini has provided the world have changed the way salespeople approach selling. Ready to learn what fuels the pillars? Listen in!

Have you ever picked up a really heavy box, set it down, and then picked up a lighter box, then thought to yourself that it felt like a feather? The actual weight of the lighter box didn’t change but your perception of its weight did. This is called the Contrast Effect and it illustrates the how the human brain perceives the world around it.

This same concept applies in sales. In fact, you can apply the Contrast Effect to just about every negotiation you’re involved in. In this episode we learn: 

• What the Contrast Effect is and why it is so influential.
• How the Contrast Effect works with human buying decisions.
• Why the Contrast Effect works with pricing.

Are you ready to absorb one of the keys to successful selling? Then get comfortable and listen closely because this episode is for you!

In This Episode: 

[01:26] - Welcome back to All Selling Aside! The show for coaches, speakers, and authors who hate to sell.

[03:44] - Learn the 3 key insights for this episode.

[04:56] - Alex gives a brief history of Dr. Robert Cialdini and his works.

[06:32] - What are the principles of persuasion per Dr. Robert Cialdini? 

[07:34] - Learn about the Contrast Effect through real life observations.

[10:01] - Sales is driven by parallel comparison… why? 

[13:03] - Why should you be using the contrast effect in sales? 

[17:20] - How is The Contrast Effect is best used? 

[19:59] - This is not a principle of persuasion, instead The Contrast Effect is fuel.

[21:52] - Don’t forget the Power of Three!

[22:07] - This episode’s Alexism is, “The best thing you can do for the ungrateful in your life is not be one of them.”

[23:08] - Alex provides a brief recap of the 3 key insights and the episode.

[24:41] - If you’ve already given Alex a review, write down a specific takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link!

[26:09] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources: 

Alex Mandossian

Alex Mandossian Fan on Facebook

Alex’s Friday Live events

MarketingOnline.com

Marketing Online 4-Part Video Training Series

Alex Mandossian on YouTube

Alexisms by Alex Mandossian

All Selling Aside on iTunes

Alex Mandossian’s free live Friday show

Ryan Deiss

Dr. Robert Cialdini

Richard BandlerJohn Grinder

Influence: The Psychology of Persuasion by Dr. Robert Cialdini

All Selling Aside Episode 65: Profit Down-Selling Tips

All Selling Aside Episode 66: Profitable Up-Selling Tips

All Selling Aside Episode 36: The Remarkable Power of Three