Salespeople will also try to find common ground through a model Cialdini calls liking. Quite simply, you are more prone to take advice from people you like, and you tend to like people who share characteristics with you. That’s why they ask you questions such as “Are you a baseball fan?” or “Where did you grow up?” and, after your response, they might tell you, “I’m a Yankees fan too!” or “Oh, my cousin lives there. . . .”
