3 Surefire Ways To Get Your Customers To Say Yes!

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"3 Surefire Ways To Get Your Customers To Say Yes!"

    - by Simon Hazeldine (MSc FInstSMM)
      The "Bare Knuckle" Salesman

(c) Simon Hazeldine. All Rights Reserved.
http://www.BookShaker.com

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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 the author of the bestselling books
Bare Knuckle Selling (foreword by Joe Vitale) and
Bare Knuckle Negotiating (foreword by Duncan Banatyne)

Bare Knuckle Selling: Knockout Sales Tactics They Won't Teach You at Business School author: Simon Hazeldine asin: 1905430051