Prior to writing his groundbreaking book, Influence: The Psychology of Persuasion, the author, Robert Cialdini went undercover to understand why people say “yes”, and what techniques can increase compliance (getting to yes) with others. His book uncovered six principles of influence. “Consistency” is one of them.

Consistency is about how People align with their clear commitments.

People make commitments all the time. They don’t always keep to them.

However when one is made that is Active, Public and Voluntary then they are most likely to keep it.

Back in 2008 I was selling an e-learning platform called, Learning Seat. I was working with a corporate waste removal business that needed an staff induction and HR system. After a few months with the Coach and UBI, we had secured a meeting with their leadership team and their General Manager. The GM was an enthusiastic guy in his 30’s. He was part of the family that owned the business. The Coach told me, if you get this guy excited the deal will be 90% done. Fortunately I was well prepared and comfortable with my material. We jumped all over the place thanks to his enthusiastic questions. Thanks to my Coach, I knew the deal would be done.

In reflection, the GM’s commitments to his team were Active, Public and Voluntary. Once he had made those commitments, it would be difficult to walk back.

My advice is to give an “electric” presentation that engages with your audience. When a major commitment is made in a Active, Public and Voluntary way, you can take it all the way to the bank.