Sales Octane #46

Rule #1 -  Always let the other person have their way . . . .  after you have convinced them that your way is their way

Persuasion.  If you got, you probably use it.  If not, you better get it!

In my post Persuasion Basics  I listed the 6 types of persuasion.  Rich Goates bit on the post and asked; "So How DO we find this out?   What are their biases? What questions would you suggest to find these out?"

As a good salesman would buy time in saying " Rich, I am glad you asked that question." 

Class listen!  The key is all of Persuasion must be done ethically!  Please re-read 2 times!

The first type is Reciprocity.  It tells us that people feel obligated to give back to those who have given to them.  This type is used as a base in BNI (Givers Gain), In Jeffrey Gitomer's books (The more you give the more you get your way), and is best said in the Bible (in order to be the greatest, you must be a servant to all)

This principle is deceptively simple based on the human bias that we do not what to hear the word no!

The strategy is to start off with a large request, (which is likely to receive a negative response) and then move to a smaller request.  You are more than likely to get what you have asked for. The order of your requests has an impact on your response.

The second type is Consensus.  When you use this accord, you need to have similar situations in your sales strategy.   People can be unsure of decisions and need consensus to confirm, verify, and endorse their buying or selling conclusion.

This principle is based on the human bias of running with the herd.

Testimonials are one way to assure your client.  Books, magazines, articles, videos, etc.  Your persuasion power is to normalize the behavior you're seeking from your client.  Using this information can bring consensus to the decision.

The third type of persuasion is Authority.  When you use this clout, your client will not have to defer to experts.  This persuasive position is great when in the midst of a heated discussion. 

This principle is based on the human bias of daddy knows best.

Your goal is to position yourself as the expert to the client.  If you lose this position, you will lose your persuasion powers and hold on for a ride. 

Three down and three to go!  (next post)