The Art of Persuasion follows a logical and systematic flow. Break the process and you reduce the opportunity to conclude a deal.
To Sell Successfully you need a deep understanding of both the Sales Process and the Buyer’s journey.
This is fundamental psychology and highly relevant for salespeople.
It is their job to create this discomfort or ‘pain’ so the Buyer wants to try out an alternative.
Their Needs become ‘Must Have’s” not ‘Want to’s’. Influence is what motivates others to take an idea seriously and act upon it.
A priority technique is the ability to ask Intelligent Open Probes.
This approach gets the Buyer to ‘think’ and feel the ‘pain’. And understand the consequences of inaction to rub salt into the ‘wound’.
So what can we conclude?
As human behaviour is unpredictable, can we agree that selling is not a science? However, successful selling requires a basic understanding of psychology and a scientific approach.
A Buyer will only move their position if the reward is greater than standing still. Put another way, if the discomfort of staying where you are increases, the chances are higher that the Buyer is compelled to move.
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