Money Brain: Here’s what Warren Buffett knows about people that you should too

You never really forget a truly exceptional salesperson.

Not only wouldn’t he take “no” for an answer, he wouldn’t even let the conversation get to “no.” More remarkably, you said “yes” and handed over your money feeling comfortable, not coerced.

Robert Cialdini knows a good sales pitch when he sees one. Cialdini, a social psychologist, is a leading expert on influence and its effect on behavior — why people are so easily led, and misled. His seminal best-selling book “Influence: The Psychology of Persuasion,” first published in 1984, is a classic of business literature. Now Cialdini is out with a new book, “Pre-Suasion: A Revolutionary Way to Influence and Persuade.

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