INDUSTRY FOCUSED PERSUASION SCIENCE
THE SCIENCE OF ETHICAL PERSUASION FOR AVIATION
- Recommended by Dr Cialdini and the Cialdini Institute
- Services and Training in Ethical Persuasion, completely in-line with Dr Cialdini’s approach, as praised by Richard Branson, Warren Buffett & Guy Kawasaki
- Benefit from strategies used by Google, Allianz, Apple, Bose and others
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Schedule a FREE Discovery call to investigate your situation, give you some advice and co-create how we can best assist you
How can Persuasion help your team?
PERSUASION IN AVIATION
CIALDINI EXPERTISE WITH understanding of the business of AVIATION
With often costless implementation, ethical persuasion and procedural changes based on its behavioural science, it can have an enormous positive impact on compliance and profits.
The teachings of Dr Cialdini have had a big impact in many industries, as essentially it deals with more optimal communication between people. We can bring these possibilities to your organisation through either in-business services (we investigate your processes) or through well-designed training.
Patrick van der Burght brings Dr Cialdini’s ‘Influence and Persuasion’ to individuals and businesses in Aviation and other industries. Having taught professionals about persuasion science since 2000 and being the only Cialdini Certified Trainer with a Commercial Pilot’s licence within the Cialdini Institute, makes him a capable persuasion consultant and team trainer with a greater understanding of the business of aviation.
GET THE SCIENCE OF PERSUASION WORKING FOR YOU
Consultation or Team Training
Consultation Services
One option to assist you with persuasion challenges in your company, is to do an Influence Business Audit. We can come into your organisation and you explain the situation and past efforts. We can learn about the situation from within the business by observation or talking to team members. We can then give recommendation about what we would change if we were you.
Depending on the nature of the challenge, a Business Audit can also be done long-distance.
Go here to learn more about the Influence Business Audit
Training for Executives and Teams
Working on specific challenges and getting the input of an experienced consultant is good, but for an approach that has a wider wing-span, the building of an Ethical Persuasion Trained team is extremely valuable.
With proper training for the leadership, management and sales team, as well as eventually the other ranks, scientifically backed improvements can be identified, discussed, understood and implemented throughout your organisation.
Find out more about the best training option available for this: the Ethical Influence Practitioner training.
Connect to discuss your situation
Book a strategy call if you wish. Let’s discuss your situation in confidence and think about the best way forward.
Who is Dr Cialdini?
Many CEOs have heard of Dr Cialdini and his life’s work in behavioural science. He is considered the godfather of ethical persuasion. His behavioural science lab in the US is the largest in the world (besides the one of the FBI).
His book ‘Influence’ came up as THE BEST BUSINESS BOOK OF ALL TIME, when top CEOs we’re asked which books were most important to them. Backed by science, Dr Cialdini’s ethical approach (to getting more people to say YES to you and your requests) has made businesses large and small more successful, effective, able to obtain unrealised profits and also made it more fun to compete.
His principles, which are often COSTLESS to put in place, are being used by many companies, including GOOGLE, BOSE, Microsoft, Novo Nordisk, AT&T, IBM, KPMG, Wells Fargo, Berkshire Hathaway, BAYER and ASTRAZENECA to name but a few.
We are proud to be Certified by Dr Cialdini and making his knowledge and training more accessible for individuals and cooperations.
Best Business Book of all Time
AVIATION PERSUASION SHOWCASE
Who within the Aviation Industry NEEDS Ethical Persuasion SKILLS?
Persuasion is a skill that plays an important role in many processes within an organisation. It is not just sales people and advertising where persuasion is critical to reach goals. This event is however LIMITED TO LEADERSHIP ROLES with the Aviation industry, such as:
- Airline Executives
- Airline & Aviation managers
- Team managers
- Marketing managers
- Sales Managers
- Airtrafic control team leaders
- Flight School Directors
- Chief Pilots (only)
- Aviation Safety Training Directors
- Cabin Crew team leaders
- Aircraft Maintainance team leaders
- Baggage Handling Operators and Team leaders
- Airport Executives
- Airport Managers
- Aviation Authority Executives & team leaders
- Check-in Crew operators and managers
- Other leadership and executive roles in aviation associated fields
Skill development and building a culture of ethical persuasion can be started in many different ways. Book a discovery call with us and let’s uncover what your influence challenges are.
Did you know that pilots have been misled by the psychology principle of social proof, to put their plane in danger or even crash?
Corporate influence results examples
How many of these type of opportunities are wasted in your organisation on a daily basis?
Open the additional influence results exampls by clicking the icon on the right of the titles
When was the last time you increased sales SIX FOLD?
Here is an example of the power of the right influence approach:
A company that had been selling train car loads of Australian beef to international purchasers participated in an influence experiment directly based on Dr Cialdini's teachings.
The normal sales appeal was 'We have certain alotment of beef. It is of 'such and such' quality. How many train loads of beef would you like?' - Under this appraoch typically 10 train car loads were purchased.
When (and this was true), their standard appeal was preceded by 'Due to certain weather conditions in Australia there is likely to be a sortage of Australian beef in the near future.' followed by the standard appeal. - Under these instructions 24 car loads were ordered.
But... you would have guessed something like this would happen. We have an intuitive feel for what 'scarcity' does to us and other people. What you might not have expected was what happened to the third group...
The third section of cliets were told 'Due to certain weather conditions in Australia there is likely to be a sortage of Australian beef in the near future.' and they then (truthfully) added: 'and we should tell you that this information has come to us from our exclusive sources at the Australian National Weather service... no one else has this information.'
Now, not only the beef was scares but also the information that the beef was scares, was scares. Under these instructions, on average 61 car loads were purchased.
The company realised immidiately that these sort of situations had existed multiple times in the past, but they had never be able to capitalise on an ethical approach that could have increased their sales SIX FOLD. They lost this benefit every time in the past.
What hidden gems exist in the way you do business that we could uncover? Even if your staff read Dr Cialdini's book, can you afford to rely on their own abilities to identify opportunities like this consistently? Or should you formalise some training to create a well-trained influence culture in your team?
Change in product presentation order and the 400% sales increase on the top-of-the-line model
A company selling spa baths needed some assistance with its sales of spa baths. The staff were used to showing potential buyers the cheapest spa bath first, explain the features and the price, before moving on to the spa bath one step more costly. They would do the same at each of the spa baths as they went up the line and ended on showing the top-of-the-line spa (which came with a gazebo over the top of it).
When it came to the features or benefits that one particular model had more in comparison with the cheaper model discussed previously, they would explain how the buyer would enjoy these additional features like jets, lights, seats, build in hifi equipment and so on.
The first change they made was to start presenting the spa bath from the top down instead. Showing the top-of-the-line spa bath with the gazebo enclosure included and the most amount of water jets and luxurious options. After this the lesser models were shown and instead of presenting added features of a more costly model, they now highlighted what the client would be missing out on, in terms of features, if they purchased this lower priced model.
By making this change, the average sale went up significantly. Buyers placed themselves much more often in the middle of the range instead of the lower end of the range.
The sales of the top-of-the-line model with the gazebo had however not changed much. Sales people commented to the consultant, that people who did buy this top-of-the-line model were always delighted with it. Because of the gazebo, many treated it as if they had added another room to their house.
The consultant then proposed that they could compare this top-of-the-line model to the cost of adding a room to your house. Adding a room to a house is a costly undertaking and likely would set back anyone at least tens of thousands of dollars.
By comparing the top-of-the-line model to adding a room to a house, sales of that model went up by about 400%!
What hidden but truthful comparisons could you make when presenting your proposal?
More or less people to promote an early lunch in the food court?
When displaying posts near a shopping mall food court to remind and prompt people of the possibility of having an early lunch, researchers found something interesting.
One poster tested had a photo of one person having an early lunch, another poster had an photo of several people enjoying an early lunch.
The one person poster was successful. It produced a 25% increase in lunch purchases before noon to the delight of food court operators as it spread out their busy period.
The second poster showing multiple people performed even better. 75% more lunches had be purchased before noon.
Would you have thought such a simple change would make such a significant difference? Are you sure you are using the psychological trigger that underpins this reaction, optimally in your communications?
How McDonalds increased its McFlurry desert sales
Many McDonalds restaurants offer a McFlurry desert. In one set of McDonald restaurants, visitors were ask if they wanted a desert? And told that the McFlurry was the the favourite amongst restaurants visitors.
McFlurry sales jumped 55%
Then, when someone did indeed order a McFlurry, they were told that X McFlurry topping was the favourite topping at this restaurant, customer purchases of topping increased by an additional 48%
That’s a profitable change to procedure for no added expense.
There is of course a perfectly logical psychological trigger behind this approach, but do you know it? Even if you do know it... are you successfully using it and the other principles in your business? Can you afford to NOT have all of your team, well trained in this so they identify opportunities like this consistently?
These examples is certainly not alone but clearly serve as an example of past events only. No promises can be made about what level of improvements that may be achieved
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