There are numerous mind-blowing techniques used for persuasion or sales and marketing, and stories about things that can be done which range from psychological pricing to creating messages of happiness or freedom connected to the products.
Yet the best thing is finding a win-win for both parties. Have them help you. And listening instead of selling is always helpful. People will express what they need and if you can provide it you will make the deal. Just be honest about the possibilities of your product/service and the things that can't be done.
Still, if you'd like to receive some professional sales tips and have an overview of the most famous sale techniques, here are some of them:
- "Foot in the door" (aka The Ben Franklin Effect) This is a tactic in which you get a person to agree to a large request by first setting them up by having that person agree to a modest request. An example: you want to ask for something very big to someone. You start by asking a smaller version of it, then you ask for a possible upgrade sometime later. In his autobiography, Franklin explains how he dealt with the animosity of a rival legislator when he served in the Pennsylvania legislature in the 18th century:"Having heard that he had in his library a certain very scarce and curious book, I wrote a note to him, expressing my desire of perusing that book and requesting he would do me the favour of lending it to me for a few days. He sent it immediately, and I return'd it in about a week with another note, expressing strongly my sense of the favour. When we next met in the House, he spoke to me (which he had never done before), and with great civility; and he ever after manifested a readiness to serve me on all occasions, so that we became great friends, and our friendship continued to his death".
- "Door in the face": this is the opposite of the previous, by which we start by asking a grand request which will surely be rejected, then you ask for the one smaller and more reasonable request that you actually want.
- "Low-ball": this technique suggests you offer the subject something at a lower rate, only to increase the price at the last moment. The buyer is more likely to comply with this price change since they feel a mental agreement to a contract has occurred.
- "Ingratiation": This technique is as old as the world is and quite intuitive as well: it means making someone to like you through flattery, conformity in opinions, and then offer what you're selling without making them feel like you are using them. It is particularly effective in the workplace and when dealing with someone who is experiencing situations of low esteem and stress.
- "Norm of reciprocity": the favour-return technique. If someone feels that they owe you, they will definitely agree with you more likely. Small gestures do add up, no matter how small. The only thing here is that they have to notice what you did and it is special only if it doesn't happen on a regular basis.
- "Neuro-Linguistic Programming": This controversial technique has been discredited and is not just properly related to the sales field, but it can provide some very important insights, so we will dedicate an article specifically to it. It’s a technique of layering subtle meaning into spoken or written language so that you can implant suggestions into a person’s unconscious mind without them knowing what you’re doing.
- "Emotional selling". Sales are ruled by emotions and this technique suggests you to use the power of psychology to succeed in promoting your product.
We would like to finish suggesting you the following as your Holiday Books:
And if you trust your sale techniques, then why don't you challenge them with an amazing new media sales job?