Here is a quick summary of the book borrowed from: Influence Summary

An Influence Summary by Robert B. Cialdini, Ph. D.

“It is through the influence process that we generate and manage change. 

As such, it is important for those wishing to create and sustain practical change to understand fully the workings of the influence process. Fortunately, a vast body of scientific evidence now exists on how, when, and why people say yes to influence attempts. From this formidable body of work, I have extracted six universal principles of influence–those that are so powerful that they generate desirable change in the widest range of circumstances.

Dr Cialdini explained these principles in his book and gave numerous examples.

In summary, these principles are:

• Reciprocation. People are more willing to comply with requests (for favors, services, information, concessions, etc.) from those who have provided such things first. For example, according to the American Disabled Veterans organization, mailing out a simple appeal for donations produces an 18% success rate; but, enclosing a small gift–personalized address labels–boosts the success rate to 35%

• Commitment/Consistency. People are more willing to be moved in a particular direction if they see it as consistent with an existing or recent commitment. Consider how small that commitment can be and still motivate change forcefully: Gorden Sinclair, a Chicago restaurant owner, was beset by the problem of no-shows—people who made table reservations but failed to appear and failed to call to cancel. He reduced the problem by first getting a small commitment. He instructed his receptionists to stop saying, “Please call if you change your plans” and to start saying, Will you call us if you change your plans?” The no-show rate dropped from 30% to 10% immediately.

• Authority. People are more willing to follow the directions or recommendations of a communicator to whom they attribute relevant authority or expertise. One study showed that 3 times as many pedestrians were willing to follow a man into traffic against the red light when he was merely dressed as an authority in a business suit and tie.

• Social Validation. People are more willing to take a recommended action if they see evidence that many others, especially similar others, are taking it. One researcher went door to door collecting for charity and carrying a list of others in the area who had already contributed. The longer the list, the more contributions it produced.

• Scarcity. People find objects and opportunities more attractive to the degree that they are scarce, rare, or dwindling in availability. Even information that is scarce is more effective. A beef importer in the US informed his customers (honestly) that, because of weather conditions in Australia, there was likely to be a shortage of Australian beef. His orders more than doubled. However, when he added (also honestly) that this information came from his company’s exclusive contacts in the Australian National Weather Service, orders increased by 600%!

• Liking/Friendship. People prefer to say yes to those they know and like. For example, research done on Tupperware Home Demonstration parties shows that guests are 3 times more likely to purchase products because they like the party’s hostess than because they like the products.”

This is an influence summary of Dr Robert Cialdini’s work.

In his presentations, Professor Cialdini describes and emphasizes the ethical use of these principles. Only through its nonmanipulative use can the influence process be simultaneously effective, ethical, and enduring. And only in this fashion can it enhance a lasting sense of partnership between those involved in the exchange.

Robert B. Cialdini is Regents’ professor of Psychology at Arizona State University in the United States.

Whenever you are crafting an offer try to take into account as many factors as you can.

Here’s my insights on Proverbs 23.

Proverbs 23

1 When you sit to dine with a ruler,
note well what is before you,

2 and put a knife to your throat
if you are given to gluttony.

3 Do not crave his delicacies,
for that food is deceptive.

I need to work on portion control. My weight is getting out of control. However, this scripture applies to any action all the time. Do everything in moderation.

4 Do not wear yourself out to get rich;
have the wisdom to show restraint.

5 Cast but a glance at riches, and they are gone,
for they will surely sprout wings
and fly off to the sky like an eagle.

Enjoy the material possessions God has given you, be happy for those who have more.

6 Do not eat the food of a stingy man,
do not crave his delicacies;

7 for he is the kind of man
who is always thinking about the cost.
“Eat and drink,” he says to you,
but his heart is not with you.

8 You will vomit up the little you have eaten
and will have wasted your compliments.

I try to be generous. I am still working on the muscles to get rid of my selfishness and stinginess.

9 Do not speak to a fool,
for he will scorn the wisdom of your words.

This scripture reminds me of avoiding giving pearls to pigs. Use your time wisely and move on from working with fools.

10 Do not move an ancient boundary stone
or encroach on the fields of the fatherless,

11 for their Defender is strong;
he will take up their case against you.

Be honorable and don’t cheat God’s people- that means everyone.

12 Apply your heart to instruction
and your ears to words of knowledge.

13 Do not withhold discipline from a child;
if you punish him with the rod, he will not die.

14 Punish him with the rod
and save his soul from death.

Apply what you learn or be punished. I need to discipline my body now.

15 My son, if your heart is wise,
then my heart will be glad;

16 my inmost being will rejoice
when your lips speak what is right.

Live a wise life and God will bless you and those around you.

17 Do not let your heart envy sinners,
but always be zealous for the fear of the LORD.

18 There is surely a future hope for you,
and your hope will not be cut off.

19 Listen, my son, and be wise,
and keep your heart on the right path.

Obey the Lord’s commands and stick to the right path.

20 Do not join those who drink too much wine
or gorge themselves on meat,

21 for drunkards and gluttons become poor,
and drowsiness clothes them in rags.

Drink and eat in moderation.

22 Listen to your father, who gave you life,
and do not despise your mother when she is old.

Respect your parents.

23 Buy the truth and do not sell it;
get wisdom, discipline and understanding.

I’m working on this. I don’t quite understand what it means by “don’t sell truth.” Can anyone help me out?

24 The father of a righteous man has great joy;
he who has a wise son delights in him.

25 May your father and mother be glad;
may she who gave you birth rejoice!

Children are your ultimate legacy, teach them well. Be a good child and bring your parents happiness.

26 My son, give me your heart
and let your eyes keep to my ways,

27 for a prostitute is a deep pit
and a wayward wife is a narrow well.

28 Like a bandit she lies in wait,
and multiplies the unfaithful among men.

Be faithful to your wife.

29 Who has woe? Who has sorrow?
Who has strife? Who has complaints?
Who has needless bruises? Who has bloodshot eyes?

30 Those who linger over wine,
who go to sample bowls of mixed wine.

31 Do not gaze at wine when it is red,
when it sparkles in the cup,
when it goes down smoothly!

32 In the end it bites like a snake
and poisons like a viper.

33 Your eyes will see strange sights
and your mind imagine confusing things.

34 You will be like one sleeping on the high seas,
lying on top of the rigging.

35 “They hit me,” you will say, “but I’m not hurt!
They beat me, but I don’t feel it!
When will I wake up
so I can find another drink?”

Take alcohol in moderation.

The proverbs found in chapter 23 seem to be mostly on moderation and respecting your parents.

My action item for the day: Portion control. Eat 3/4th of what I normally eat.

Photo: KayVee.INC

It’s a parable about how giving will give you a higher quality of life.

Here’s Amazon’s description:

This modern-day business parable, a quick read in the spirit of The Greatest Salesman in the World and The One Minute Manager, should do well with eager corporate-ladder climbers, who may at first be confused by its focus: on putting the other guy first-be it a colleague, competitor, customer, friend or family member. Told through the fictitious story of an ambitious young salesman named Joe, Burg and Mann communicate their points through the advice of an enigmatic (and highly likeable) mentor character known as Pindar. Rather than help Joe snag a fast sale, the consultant introduces him to series of “go-givers” who personify the “Five Laws of Stratospheric Success.” Over the course of five days, a restaurateur, a CEO, a financial advisor, a real-estate broker and the mysterious “Connector” teach Joe about the laws of value, compensation, influence, authenticity and receptivity-concepts that make more immediate sense in this fictional context than they would in a formal business book. Burg (Endless Referrals: Network Your Everyday Contacts Into Sales) and Mann (You Call the Shots) write with a simple, informal style that offers a working-person’s interpretation of the old adage “give, and you shall receive.”
Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved.

Here are the Five Laws of Stratospheric Success (which are restated at the back of the book):

1) The Law of Value: Your true worth is determined by how much more you give in value than you take in payment.
2) The Law of Compensation: Your income is determined by how many people you serve and how well you serve them.
3) The Law of Influence: Your influence is determined by how abundantly you place other people’s interests first.
4) The Law of Authenticity: The most valuable gift you have to offer is yourself.
5) The Law of Receptivity: The key to effective giving is to stay open to receiving.

Overall it was a quick read and a good book. Hard to actually apply the lessons in your life. I recommend this book for anyone interested in adding more value to the world and wanting to live a life that makes a difference. The businesses lessons overlap into your personal life. In fact, there shouldn’t be a line dividing the two.

I plan on borrowing/reading the second book, Go-Givers Sell More, which is filled with case studies.

Proverbs 22

1 A good name is more desirable than great riches;
to be esteemed is better than silver or gold.

What you call something is a name. You judge brands, labels, and names by their actions. Take a moment and write down, what people think of your name and the actions you have taken. Also write down what you want your name to mean to others.

2 Rich and poor have this in common:
The LORD is the Maker of them all.

Don’t judge people by anything, especially money. God created everyone. Don’t ever forget that.

3 A prudent man sees danger and takes refuge,
but the simple keep going and suffer for it.

5 In the paths of the wicked lie thorns and snares,
but he who guards his soul stays far from them.

When there are warnings take positive action. Noah received a warning, everyone else laughed, mocked, and scoffed. Noah was obedient and is now essentially the father of all humanity. What warnings are you receiving today and what are you doing about it?

4 Humility and the fear of the LORD
bring wealth and honor and life.

If you want to be wealthy, honor, and health be humble and fear the Lord.

6 Train a child in the way he should go,
and when he is old he will not turn from it.

Parents are responsible for their children, however, if the parents aren’t doing their thing, the community should take responsible for their children. There are too many children out there that are not properly trained, myself included. I’m still learning how to train myself.

7 The rich rule over the poor,
and the borrower is servant to the lender.

Credit card companies rule over the poor. Until the poor get smart and fight back.

8 He who sows wickedness reaps trouble,
and the rod of his fury will be destroyed.

You reap what you sow. Don’t plan evil, because it will bite you back some day.

9 A generous man will himself be blessed,
for he shares his food with the poor.

Be generous if you want to be blessed. Share your food with the poor.

10 Drive out the mocker, and out goes strife;
quarrels and insults are ended.

Stay away and get rid of those who cause mockeries. If you want to live a more peaceful life?

11 He who loves a pure heart and whose speech is gracious
will have the king for his friend.

Are you pure in heart? Are your words gracious? I’m still not both yet.

12 The eyes of the LORD keep watch over knowledge,
but he frustrates the words of the unfaithful.

God knows everything, if you don’t take the time to be faithful, your life is going to hurt.

13 The sluggard says, “There is a lion outside!”
or, “I will be murdered in the streets!”

Sluggards make excuses and don’t live life. Do’h, I’m a sluggard right now.

14 The mouth of an adulteress is a deep pit;
he who is under the LORD’s wrath will fall into it.

God says adultery causes problems, how many of you have seen adultery not cause problems? Maybe God is warning us.

15 Folly is bound up in the heart of a child,
but the rod of discipline will drive it far from him.

Children are evil. Just kidding, they are mischievous though. You need to hit your children with a rod of some sort and discipline them.

16 He who oppresses the poor to increase his wealth
and he who gives gifts to the rich—both come to poverty.

If you oppress the poor you will lose and if you give gifts to the rich you will lose.

Sayings of the Wise

17 Pay attention and listen to the sayings of the wise;
apply your heart to what I teach,
18 for it is pleasing when you keep them in your heart
and have all of them ready on your lips.

Keep wise sayings in your heart and have them memorized.

19 So that your trust may be in the LORD,
I teach you today, even you.

20 Have I not written thirty sayings for you,
sayings of counsel and knowledge,

21 teaching you true and reliable words,
so that you can give sound answers
to him who sent you?

22 Do not exploit the poor because they are poor
and do not crush the needy in court,

23 for the LORD will take up their case
and will plunder those who plunder them.

God listens to prayers of the poor.

24 Do not make friends with a hot-tempered man,
do not associate with one easily angered,

25 or you may learn his ways
and get yourself ensnared.

Avoid those who get angry.

26 Do not be a man who strikes hands in pledge
or puts up security for debts;

27 if you lack the means to pay,
your very bed will be snatched from under you.

Avoid pledging to pay for someone’s debt.

28 Do not move an ancient boundary stone
set up by your forefathers.

Be honorable.

29 Do you see a man skilled in his work?
He will serve before kings;
he will not serve before obscure men.

Everything you do, do your best.