The Psychology INFLUENCE of Persuasion

Just got back from a quality vacation with the family. (Timeshare does work)

The pool side book of choice was The Psychology INFLUENCE of Persuasion by Robert B Cialdini. I would highly recommend this, the main theme is the how people say YES without thinking.

A few key points came up in the book and I will share these with you in future posts.

The last chapter is called Scarcity and covers the key subject of creating loss which in turn makes people want it. This is used around the world in all sales situations and in Timeshare is used daily with purchase incentives only available today as well as creating urgency when it comes to inventory left to buy.

It made me think more on how Timeshare is mostly sold on how you save money by owning your vacations instead of renting them. Maybe your presentation should feature how much money you are losing by not owning a Timeshare.

I quote from this chapter.

"The idea of potential loss plays a large role in human decision making. In fact, people seem to be more motivated by the thought of losing something than by the thought of gaining something of equal value. For instance, homeowners told how, much money they could lose from inadequate insulation are more likely to insulate their homes than those told how much money they could save." - Robert B. Cialdini

This needs a discussion and not just mine or Robert Cialdini's point of view. Please share your views on this subject. email me at blog@thetimesharecoach.com and I will post all emails.

How do you present, more on saving or more on losing?

You can buy the book below from the Carousel.