Power of Persuasive Selling

Explore how persuasion helps selling by understanding how people think and choose to say yes, using eight psychological concepts to reveal value and create win-win outcomes.

Explore eight psychological concepts that influence buying decisions: reciprocity, liking, social proof, authority, consistency, scarcity, contrast, and because. Learn to apply them across the sales cycle, from prospecting to referrals.

Reach out to potential customers to find new business, devote time to building relationships, and apply authority, social proof, and scarcity to earn a first meeting.

Set two goals for the initial meeting—build rapport and establish expertise—by quickly connecting over commonalities, giving value, and presenting authority through dress, promptness, eye contact, and a firm handshake.

Qualify prospects by identifying fit, asking the right questions to reveal needs, and tying proposals to stated needs to improve presentation and close.

In this presentation, use questions to trigger the consistency principle, execute an upfront close, and apply scarcity and three-option strategies to help buyers feel in control.

Anticipate and address objections early to boost authority, practice responses, and use a yes and mindset to handle surprises with the feel felt found approach.

Learn to negotiate by focusing on value rather than price, using the value equation, contrast, and reciprocity to reach mutually beneficial agreements.

Build rapport and trust from the first meeting to make closing a natural part of the conversation; avoid manipulative tricks, ask the right questions, and ask for the sale.

Learn to turn satisfied customers into high-quality referrals by cultivating relationships and leveraging LinkedIn for introductions. Follow a proven sequence to ask for referrals as a future favor.