Invisible Influence by Kevin Hogan

Author:Kevin Hogan
Language: eng
Format: azw3, epub
Publisher: Wiley
Published: 2013-03-02T13:00:00+00:00

With only a couple of exceptions as the day goes on, your Self-

Regulation Units are drained hour by hour. As they are lowered, or when they are gone, so is your emotional intelligence. The answer more often than not will simply be no!

You want to communicate with someone when they are high in Self-Regulation Units. The more units they have to deal with you and your presentation, suggestion, idea, the better chance you have of them saying yes.

The science matches the years of sales and fundraising experience. It mirrors hundreds of thousands of tracked phone calls, fundraising presentations, and sales requests by several hundred different people.

You might be thinking, “But don’t I want to see someone when their self-discipline is low so they are more likely to buy from me?”

There are some things that people buy and do that are more likely to occur when self-regulation is low.

They are more likely to break their diet.

They are more likely to grab a cigarette.

They are more likely to throw caution to the wind.

Yes. They will be more likely to go to McDonald’s, to the bar, or to the club. They will buy a Reese’s when in the checkout lane at Target.

But in general they are much more reactant and that means no to your wonderful products and services. They do not want to listen to you when they are out of SRUs. They want ice cream.

But this still doesn’t explain why Monday was far and away the best sales day in the week for all businesses. It doesn’t explain why Friday was the worst except Friday night for telemarketing.

With the benefit of hindsight, a lot of research, and mental modeling, I believe I have an answer.

People think in terms of time periods:

Hours

Days

Weeks

Months

Years

Decades

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