Want to multiply your resuts 3 times? Ask the right question.

Asking a single question can lead to a deal, an agreement, or a mindset shift.

How can Cialdini's Consistency principle of Influence help?

Dr. Cialdini once helped a boy scout troop leader with a problem of raising charitable money.

The troop would set up a table in front of a big supermarket exit and sell popcorn to the people who just finished shopping.

Only 15% would buy.

And you could expect it because people just spent their shopping budget.

And if they wanted popcorn, they would most likely have already bought it inside the supermarket.

This is how they asked about it:

"Would you like to buy some popcorn?"

To which most people said "No."

Then they would add, "That would help Boy Scouts."

But people had already said "No" to the first question, so they just passed the table.

Dr. Cialdini gave simple but very effective advice.

He suggested reversing the order of these 2 statements to:

"Do you support Boy Scouts?"

To which most people said "Yes."

"Would you like to buy popcorn to support Boy Scouts?"

Now, 55% bought versus the prior 15%

Over 3 times more!

What was most amazing?

Some of the people said, "I really don't eat popcorn, but here's some donation to support Boy Scouts."

Why changing the order was so effective?

Because this approach enables the Consistency principle of Influence.

The first question generated an active and public commitment to support Boy Scouts.

And then people wanted to be consistent with it.

If you'd like to hear more examples of negotiation and influence, subscribe to a newsletter and access negotiation podcast.

Click here: https://bit.ly/replay-and-summary