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"3 Surefire Ways To Get People To Say Yes"

    - by Simon Hazeldine MSC, BA (Hons) FInstSMM

(c) Simon Hazeldine All Rights Reserved.

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Master salespeople are adept at utilising powerful
psychological strategies to influence people. Here are
three from my  personal top ten:

1) People will buy from people they like
Extensive psychological research demonstrates the importance
of ‘liking’ in persuading people.  Master salesman Joe
Girrard (In the Guinness Book of Records as the world’s
“greatest car salesman”) credits liking as one of the most
important factors in closing sales.  The fastest and most
effective way to encourage people to like you is to use
the rapport building strategies from Neuro Linguistic
Programming.  People like people who are like them. 
Matching the behaviour of your customers will enable you
to establish deep levels of liking.

2) People will buy if other people are buying.
The impact of other people’s behaviour on our own is
powerful.  We will view a specific behaviour as correct
to the degree that we see other people doing it.
It is possible to encourage someone to take a specific
action by demonstrating how other people are taking that
action.  Utilise this persuasion strategy by making
frequent use of testimonials from existing customers,
and by using stories about how existing customers made
the decisions you want your prospective customer to make. 
This strategy is particularly effective when people are
feeling uncertain.  When people are feeling uncertain
they are more likely to use the actions of others as
guidance.

3)People will buy if the decision is consistent
with previous commitments. The drive to be and look
consistent is a powerful motivator of human behaviour. 
Utilise this strategy by getting your prospect to commit
to something early in the selling process and then use
it to leverage a decision later in the sale. 
Far too many salespeople have far too many customers
“thinking it over”.   Early in the selling process I get
a customer to commit to “taking a look at what I have to
offer and then deciding ‘yes’ or ‘no’ if you want to
go ahead”. 

At an appropriate time in the sale I remind them of
their earlier commitment and ask them for a decision. 
This bold approach results in far more closed sales. 
It filters out timewasters, which maximises my selling
time with people who are actually going to spend money.
This approach is not for wimps. If you feel more comfortable
wasting your time re-contacting all of the people who
are allegedly “thinking it over”, then please don’t use it!


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Simon Hazeldine is a best selling author, professional
speaker and performance consultant. He is passionate
about helping individuals and organisations improve
their performance.

Simon is the bestselling author of Bare Knuckle Selling,
BareKnuckle Negotiating, Bare Knuckle Customer Service
and The Inner Winner

For more valuable information on improving your
sales, profits and performance (including sample chapters
from all of Simon's best selling books) at zero cost to you
visit: http://www.simonhazeldine.com today!

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