Want to know how to persuade prospects and sell more? The power of influence is usually all that separates the successful from everyone else. These are some tactics, discovered through psychological research, that you have probably not yet heard about, but have the potential to increase your persuasive abilities. While many of you may be familiar with the concepts of persuasion by master influencer, Dr. Robert Cialdini in his book Influence, I’m going to cover 8 lesser known persuasion secrets to sell more.
Persuade skeptics with certainty and energy
Want to sell more? Talk with certainty and energy.
Don Moore from Carnegie Mellon’s Center for Behavioral Decision Research has published research showing that confidence even trumps past accuracy in earning the trust of others.
We prefer advice from a confident source. When people exhibit certainty and energy in their presentations are perceived to be more confident. Use body language which conveys certainty. Use a higher volume and pace in your speech. Both these convey greater certainty and energy.
People naturally associate confidence with expertise. Know your product, know the facts about its benefits and believe in what it does – true confidence becomes from knowing and believing what you’re saying. It’s essential that we communicate our confidence to others in order to persuade them.
Get people to agree with you first
to sell more
If you want to persuade people to buy into your message, start with something they can agree with.
In a research study by Jing Xu and Robert Wyer established, there were lingering effects of messages people agree with.
So when you want to sell more, make statements or represent a world view your customers can agree with first – even if they have nothing to do with what you’re selling. I tend to use analogies and build agreement frames first. For example I might ask a series of three or four questions where the prospects answers will reaffirm a world view that they hold. After that I will introduce my product or service to them.
Repetition of words or a visual pattern not only causes it to be remembered (which is persuasive in itself), it also leads people to accept what is being repeated as being true.
Make sure you repeat key benefits or unique serving proposition in your sales copy, ad campaigns and presentations many times. Use friendly repetition to create familiarity and hence liking.
Say to yourself: Great sales people suffer from Repetitis! Great sales people suffer from Repetitis! 😉 (more…)