Compliance

Reciprocity
	- Universal rule of influence:  reciprocation
		o Ask who you can help first instead of asking who can help you.
	- Present first more costly option to client
		o If rejected, then present less costly option

Scarcity
	- Focus more on what clients will lose if they don’t close your option instead 
	  of what they will gain if they choose your option.
	- The newer the information the better.

Authority
	- Present weakness early on the presentation - establishes credibility.

Consistency 
	– Get a commitment.
	- "Please call to cancel." vs. "Will you please call to cancel."

Consensus
	- "Operators are waiting." vs. "If operators are busy, please call again."

Liking
	- Similarities - We like people who are like us.
	- Compliments - We like people who like us.
	- Cooperative efforts - We like people who work with us.