Print Page   |   Your Cart   |   Sign In
Marketing & Sales
Group HomeGroup Home Blog Home Group Blogs
Search all posts for:   

 

View all (95) posts »
 

The Art and Science of Persuasion

Posted By Joseph Rosales, The Sales And Service Group, Monday, October 22, 2018

  

 

Certainly, some people are naturally more persuasive than others. Whether it is their passion, their experience, or just a knack for connecting...some people seem able to persuade people more easily.

And success in sales and in business is significantly influenced by the ability to persuade.

 

However, being persuasive is not just about having the "gift of gab". Good communication skills are essential and with the proper perspectives, a solid strategy and some effective technique virtually anyone can learn to be more persuasive. There is a lot of science behind how people are influenced and persuaded.  And some great news...the ability to influence others can be developed by most anyone with a desire to learn.

 

Robert Cialdini wrote in his best-selling book, Principles of Persuasion about the scientifically proven fundamentals of persuasion.  They are presented here in no particular order of importance.

·       Reciprocity - give before you ask to receive. This is so fundamental but is rarely practiced in business. It could be as simple as providing (not just offering) a customer a bottle of water, or some other gracious act that causes them to feel obligated to reciprocate. There are a million examples of Reciprocity at work in our daily lives...but suffice to say that if you invite someone to a party you are having you are more likely to receive an invitation in return.

 

·       Scarcity - whether it is limited time, or limited product availability, scarcity is a significant influence if properly presented that will persuade people to act. Consider the various ways Scarcity can be used to influence and persuade in your business.

 

·       Authority - this is not about being in charge. This is about causing yourself as an authority in a particular subject without seeming self-promoting. It could simply be one's experience gained in helping hundreds of customers select the right product for them, or displaying awards you have won for outstanding achievement.

·       Consistency - this speaks to the process of gaining small commitments along the way that will lead to a larger commitment (a yes) when the time comes to make a buying decision. Think

about all the "minor yes's" that could be gained along the way that might pave the way to the

bigger yes.

 

·       Liking - people buy from people and companies they like. However; just because you smile, have a polite introduction and talk about their favorite sports team, does not mean a consumer is going to like you. Being a sincerely nice person, smiling a lot and having a positive attitude is a great place to start.

·       Consensus - people like to buy what is popular. The ability to use Consensus is a very

subtle approach and must be done with balance, but suffice to say that Consensus is a very

powerful influence in the persuasion process and helps validate a buyer’s decision

 

I trust this helps shed some light on Persuasion and how it can help you in business and in life.

If you need help converting and applying these concepts to your specific business...please reach out

to me...I will be glad to help you!  Joseph Rosales

Download File (PDF)

Tags:  marketing  Sales  Sales Management  Sales Professionals  Sales Results  Sales Skills  selling skills 

Share |
Permalink | Comments (0)
 

Affordable Dental Plans for ASBA Members

Delta Dental of Arizona

2 employees? No problem! We’ve got a dental plan to meet your needs & budget. Click to learn more!

LEARN MORE

Switch. Save. Donate. All with NPS, your Local Payment Processor

NPS

Specialized Pricing for ASBA Members
No PCI, No Annual Fees, No Start-up Fees or Contracts
24 Hour Next Day Funding & Deposits
Full EMV Integration to Current Setup
PCI Compliant
NPS gives back 20% to ASBA 

LEARN MORE

Need Space for your Upcoming Training?

ASBA

Whether it's a small classroom or for 50+ ASBA has a space for you! Click to learn more on how you can rent our Business Education Center (BEC).

LEARN MORE

RSVP

Experience ASBA

REGISTER

Date: Held monthly
Time: Click for times based on location
Location: Phoenix or Tucson

RSVP

ASBA Speed Networking

REGISTER

Date: Held monthly
Time: Click for times based on location
Location: Phoenix or Tucson

Have Questions on Health Insurance?

Health Insurance

Do you have questions on plans for Individual, sole proprietor, or group? We can get the answers needed to make sure you find the right plan for you and your employees.

LEARN MORE

CopperPoint...at work for you

CopperPoint

CopperPoint delivers peace of mind to Arizona employers and their employees. We are the state's premier provider of workers compensation insurance, serving Arizona businesses, small and large, since 1925.

LEARN MORE

Speakers Forum

Speakers Form

ASBA is on the cutting-edge of what is happening right now in the business community. We are looking for dynamic speakers to present inspiring and relevant content at future events. If you or someone you know is experienced capturing a crowd and delivering insightful information on sales, marketing, HR, finances, or other topics we invite you to share your knowledge and apply today. We are your partner in business.

APPLY TODAY

Association Management Software Powered by YourMembership  ::  Legal