When you’ve been hot on the sales trail, have you ever wondered if there was a tried and true methodology to persuading people? Are there any really proven techniques that bring people to your way of thinking? What influences people’s buying behaviour? Well, it turns out that there is 60 years of collected data on the subject. I downloaded this nifty graphic that shows what science tells us about the gentle art of persuasion.
Turns out there’s a well established series of things you can do to move the tipping point over. In case you can’t read the graphic, I’ll make a list here.
- Reciprocation, or give to get. Make it personalised and unexpected.
- Scarcity, or fear of loss. People want what appears to be in short supply.
- Authority. Credentials and experience are important signals.
- Start small, then ask for more. A small commitment can more easily lead to a bigger one.
- Start with building rapport. People like to buy from people they like.
- Nothing succeeds like success. If other people do it, it must be good.
