Human Nature

What are the core traits of charismatic people and how do you show them?

Presence (full attention), Power (calm confidence), Warmth (genuine friendliness). Example: Listen fully, maintain eye contact, speak clearly, smile genuinely.

How do Cialdini’s principles of influence work in conversation?

Reciprocity (return favors), Consistency (small commitments → bigger ones), Social Proof (people follow others), Liking (compliments, similarity), Authority (credibility), Scarcity (unique info/experience). Example: Give a compliment or hint at a rare skill to influence subtly.

How do you use scarcity, social proof, and authority subtly?

Hint at unique experiences (scarcity), mention respected peers or consensus (social proof), demonstrate competence calmly (authority). Example: “Most pros I know approach it this way… I’ve noticed it works.”

How do you combine logic and warmth when influencing?

State facts clearly (logic) while acknowledging emotions or context (warmth). Example: “I see why you’d feel that way; here’s why another approach works…”

How do you adjust your communication style to different personality types?

Reds: brief, confident; Yellows: enthusiastic, story-driven; Greens: gentle, patient; Blues: data-driven, logical. Example: Pitch an idea to Green: “Let’s take our time and figure out the best approach together.”