Sales Octane #48


Rule #2 -  The Light at the end of the tunnel had a voice.  It told me to always be polite and sincere . . . .  even if you have to fake it!

Persuasion.  If you do not believe that by persuading the other person (your client) that you are truly helping or that they will receive a benefit, then do not Go Past Go, Do Not Collect Your Commission!

In my post "Are you a tease?"  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?"

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

Now the rest of the story (or the last 3)

The 4^th type of persuasion is Reliability.  Commitments are scheduled, aligned, calendared, and administered by most of us.  Only college kids wake up in the morning looking to be irregular.  You wake up with a course of action, a plan and strategy.

This principle of persuasion is based on the human bias of mutually (relating similar minds)

You will need to align your request, values, and priorities with your client.  Especially your values.  You need to understand (find out) what your client holds important.  This is the challenge.  This is the action of Reliable persuasion.    

The 5^th type of persuasion is Penchant.  Simple really.  People prefer people they know and like.  People refer people they know and like.  People network with people they know and like.  People gather with people they know and like.  People help people they know and like.

This principle of persuasion is based on the human bias of connecting.

Jeffery Gitomer quote " All things being equal, people want to do business with their friends.  All things being not quite so equal, people STILL want to do business with their friends" nails this one on the head. 

One last thought, the more you talk about them, the more they connect, the more they like, the more they buy and the more you make!

The 6^th type of persuasion is Scarcity.  This is also the human bias.  People always, always want more of what they think or perceive as scarce.  We are all afraid to miss an opportunity.  What do your clients stand to lose.  Know the answer.  Keep it current and sizzling.  If it is exclusive . . . .  make them beg!!

By sharing this info you roll right back into #1 type of persuasion Reciprocity!!

Please believe that these types of persuasion are in use daily.  The most important part is to understand that we all have these biases.  You mission is to find out what highens your clients decision making process.  Then use your Powers of Persuasion to move ethicly your client to the right decision.

Warning:  There is a big difference in persuasion and manipulating.  A fundamental difference!

OK, lets end this.  Heads we do it my way, tails we do it my other way!