Cialdini raamat
She seemed
interested in the books but couldn't decide if she should order or not. At this
point, I mentioned some married friends of hers who had bought. She then said
something like, "Mary and Bill bought ... ? Well, I had better talk to Harold be-
fore deciding. It would be better if we decided together."
Thinking about this incident over the next day or so, everything began to
make sense. If! told a housewife about another couple who had bought, I was in-
advertently supplying her with a good reason not to buy right then-she would
need to talk with her husband first. However, if many other housewives like her
were buying, it must be okay for her to buy too. From that point on, I resolved
that I would use only the names of other housewives when presenting to a
housewife. My sales the next week shot up to $1506. I soon extended this strat-
egy to husbands and couples, using only the names of males when presenting to
annaabi.ee 
