Читать книгу Developing a Sales Strategy. Master the Art of Selling: Your Ultimate Guide to Increasing Conversions and Building Strong Relationships - - Страница 2

At its core, sales are about persuasion – convincing someone to buy a product or service. Although there are many different tactics and techniques that can be used to persuade someone, they are all ultimately based on the principles of psychology.

In this chapter, we’ll look at the six principles of persuasion outlined by psychologist Robert Cialdini in his seminal book, Influence: The Psychology of Persuasion. These principles are:

1. Reciprocity: People are more likely to give back to those who gave them.

2. Authority: People are more likely to follow the example of someone they perceive as an authority figure.

3. Liking: People are more likely to be persuaded by someone they like and respect.

4. Social proof: People are more likely to do something if they see others doing it.

5. Scarcity: People are more likely to want something if they find it rare or difficult to get hold of.

6. Consistency: People are more likely to get things done if they’ve made commitments in the past.

Each of these principles can be used to great effect in sales, whether you are trying to connect with a potential customer, demonstrate your credibility and experience, or create a sense of urgency around a limited-time offer.

Of course, understanding the principles of persuasion is only the first step – you also need to know how to apply them effectively in the sales process. That’s why we’ll also look at specific examples of how these principles can be applied in real-world sales situations, from creating the perfect pitch in an elevator to making a high-stakes deal.

By the end of this chapter, you will have a clear understanding of the psychology of persuasion and how it can be used to become a more effective salesperson. As we continue to read this book, we will build on this foundation, using even more advanced techniques and strategies to achieve success in the sales world.

– Six principles of persuasion

1. Reciprocity: People feel obligated to give to those who have given to them. In the context of sales, this means that offering a potential buyer something of value (such as a free sample or a useful resource) can increase the likelihood that they will feel obligated to reciprocate by making the purchase.

2. Authority: People are more likely to be influenced by those they perceive as having authority or expertise in a given field. In sales, this may mean highlighting your own experience or credentials, or using the endorsements or feedback of established influencers to support your pitch.

3. Liking: People are more likely to say yes to people they know, like, and trust. Therefore, establishing mutual understanding and building a positive relationship with a potential customer can be an effective way to increase the chances of making a sale.

4. Social Proof: People are more likely to follow the example of others, especially in situations where they are unsure of what to do. In sales, this may mean using customer reviews, case studies, or other forms of social proof to show that others have had a positive experience using your product or service.

5. Scarcity: People tend to attach more importance to things that are rare, in short supply, or otherwise difficult to get hold of. In sales, this may mean using limited-time offers, emphasizing the exclusivity of your product or service, or highlighting unique advantages that set it apart from the competition.

6. Consistency: People have a natural desire to be consistent in their beliefs and behaviors over time. In sales, this may mean encouraging a potential customer to make a small commitment (such as signing up for a free trial or agreeing to a repeat call) in order to increase the likelihood that they will eventually make a larger commitment (such as making a purchase).

By understanding and applying these principles of persuasion, salespeople can become more effective in influencing potential customers and making deals.

– How to apply the principles of persuasion in sales

1. Reciprocity: Offer something of value to your prospect before asking for anything in return. This can be a free sample, a useful resource, or a personal consultation.

2. Authority: Highlight your own experience or credentials in a particular field, or use the endorsements or reviews of recognized authorities to support your submission.

3. Likability: Build rapport with your potential client by finding common ground and building positive relationships. This may include seeking common interests or values, or simply being friendly and representative.

4. Social Proof: Use customer reviews, case studies, or other forms of social proof to show that others have had a positive experience using your product or service. Highlight any awards or recognition that your company has received.

5. Deficit: Create a sense of urgency by emphasizing that your product or service is rare, in short supply, or only available for a limited time. Use words and phrases such as” exclusive, “” limited edition, “or"as long as there is enough stock.”

6. Consistency: Ask your potential customer to make a small commitment (such as signing up for a free trial or agreeing to a repeat call) to increase the likelihood that they will eventually make a larger commitment (such as making a purchase). Consistently fulfill this initial commitment and maintain customer engagement.

Remember that persuasion principles are just tools – how you use them will depend on the specific situation and needs of your potential client. Always focus on building trust, delivering value, and creating a positive customer experience, and you’ll be well on your way to becoming a super-professional salesperson.

– Examples of how persuasion can be used in sales

1. Reciprocity: A software development company can offer potential customers a free trial version of its product, which will allow them to try out the software and experience its benefits before making a purchase.

2. Credibility: A financial advisor can emphasize their credentials and years of industry experience, giving potential clients confidence in their ability to provide expert advice.

3. Likability: A real estate agent can take the time to get to know their clients and find out what they are looking for in a home, building positive relationships and increasing the likelihood of making a sale.

4. Social Proof: A restaurant can display positive reviews from satisfied customers or highlight any awards or recognition it has received, giving potential diners confidence in the quality of their food and service.

5. Scarcity: A clothing store can offer a limited-time discount or special offer on a popular product, creating a sense of urgency and motivating potential customers to make a purchase.

6. Consistency: The insurance agent can start by persuading potential clients to agree to a free consultation, building on this initial commitment to eventually convince them to take out a policy.

Remember that the key to using sales persuasion effectively is to focus on the needs and interests of your prospects. By building trust, delivering value, and creating a positive customer experience, you can influence them in ways that make them feel genuine and helpful, rather than manipulative or pushy.