Want to change someone’s mind? First, explains Robert Cialdini, you have to change their framing.

For Cialdini, the Regent’s Professor Emeritus of Psychology and Marketing at Arizona State University, persuasion begins before we even deliver our pitch or presentation. Through what he calls “pre-suasion,” communicators can prime audiences to receive messages in a specific way, simply by drawing their attention in specific directions.

“It involves… bringing people’s focus of attention onto something that is nested in the message… before that message is delivered, so they have been readied for the concept,” Cialdini says.

In this episode, Matt Abrahams and Cialdini talk about the motivating power of FOMO, getting better advice from others, and how your next wine purchase could be influenced by what music is playing in the shop.

“Pre-suasion” and “Influence” author Robert Cialdini came by Business Insider to talk about using the tactics of “pre-suasion” to help your career. Here he tells us a simple job interview technique that will get the interviewers to instantly focus on your positive traits.

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Did you know you can get someone to pay $70 for a bottle of water? Tell them the Earth’s distance from the Sun. The ENTIRE number.

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Roland Frasier is co-founder and principal of three current Inc. Magazine fastest-growing companies and he has founded, scaled, or sold 24 different 7 to 9 figure businesses ranging from consumer products to industrial machine manufacturing companies with adjusted sales ranging from $3 million to $337 million.

Currently growing Scalable.co, DigitalMarketer.com, RivalBrands.com, and Plattr.com while advising over 150 other companies on digitally centric customer acquisition, activation, referral, retention, and revenue strategies and plan implementation.

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Dr. Robert Cialdini has spent his entire career researching the science of influence earning him a worldwide reputation as an expert in the fields of persuasion, compliance, and negotiation.

His books including, Influence: Science & Practice, are the result of decades of peer-reviewed research on why people comply with requests. Influence has sold over 3 million copies in over 30 languages and is a New York Times Bestseller.

His new book, Pre-Suasion: A Revolutionary Way to Influence and Persuade, published by Simon & Schuster, quickly became a Wall Street Journal and a New York Times Bestseller.

To inquire about Dr. Robert Cialdini or a Cialdini Method Certified Trainer (CMCT) for an upcoming speaking engagement or persuasion training, please contact INFLUENCE AT WORK at 480.967.6070 or visit http://www.influenceatwork.com for availability & speaking fees.