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SPCL Framework
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0:00How do you increase the likelihood that people comply with what you ask them to do at scale? Influence comes from four things. Do you have the stuff they want? Money is a scarce resource. If you have money, you have status. Power is, "Hey, next time you do see XYZ, do this instead and good thing happens." Once I follow a prescription and a good thing occurs, it increases the likelihood that when that person makes a request or makes a command, I'm going to comply with that. I have credibility, which is do I have proof in the world that what I have said is true, which is I followed my own directions and a good thing happened. Are you like me?
0:33Do you look like me? Do you share the same values as me? Do you talk the same way? Is there some sort of likeness? That's what influence is.