How to Coach Yourself and Others How to Influence, Persuade and Motivate

When we come in contact with someone of the opposite sex, the attractiveness concept is magnified. Attractive females can persuade men more easily than unattractive ones, and attractive males can persuade females more easily than unattractive males can. We see obvious examples of this all around us. At conventions and trade shows, large corporations fill their space with sexy and attractive females. In one study, men who saw a new car ad that included a seductive female model rated the car as faster, more appealing, more expensive looking, and better designed than did men who viewed the same ad without the model.[5] Additionally, female students who are perceived to be more attractive by their professors often receive substantially higher grades than unattractive females. It is not uncommon for a store manager to assign an attractive female sales associate to the young man who walks in the door. Most store managers (although they won't admit it) hire attractive salespeople to attract more customers. Research has shown that looks matter outside of advertising as well. In various studies, attractive men and women, when compared to those who were considered to be less attractive, were judged to be happier, smarter, friendlier, and more likable. They were also considered likely to have better jobs, be better marital partners, or to get more dates. The halo effect causes us to see such people only in a positive way, which gives them persuasive power. Because of the way we view them, we want to be like them and we hope for them to like us in return.[6] The attractiveness of our clothes can also evoke the Rule of Connectivity. Researchers Freed, Chandler, Mouton, and Blake conducted a nowfamous experiment on how easy it would be to encourage people to ignore a "Don't Walk" sign at a city intersection. When a well-dressed individual ignored the sign and walked into the street, 14 percent of the people who had been waiting for the light to change followed him across. When the same person repeated the experiment the next day, now dressed in sloppy clothes, only 4 percent of the people followed him across. A similar effect has been found in hiring situations. In one study, the good grooming of applicants in a simulated employment interview accounted for more favorable hiring decisions than did their job qualifications. This happened even though the interviewers claimed that appearance only played a minor role in their choices.[7] 216

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