The top five personality traits of a sales person: Driven by results rather than work – In sales, sometimes the work is hard and sometimes it’s easy. In the end, all we care about is whether the deal was made or not. Enthusiastic – Enthusiasm is contagious. In some cases, you can get a person to […]
Influence Academy Blog
Questions In The Sales Process
Asking questions actually serves a few purposes. First, it enables you to find out what the other person’s perception of value is. Second, it will disclose any objections that may come up so that you can prepare to overcome them. Third, it opens the door for conversation which creates rapport. But most importantly, it identifies […]
Sales Presentation Basics
First you must know your target's "hot buttons". You obtain these during the needs/wants analysis which is when you ask them a series of questions to determine their wants, needs, desires and objections. You then press them during your presentation to spike the person’s interest level. For example, if you are selling a car to […]
The Verbiage Trigger
Sometimes it’s not what you say, it’s how you say it. Sometimes it is not what you're saying to someone, but the way that you're saying that will impact them and cause them to take action. Your message can be perceived in various ways depending on your verbiage. Take the following statement for example: I […]
Three Simple Steps To Gain Repeat Compliance
The human brain is wired in such a way that a person comes with decisions instantaneously and then finds reasons to justify that decision. These reasons could be fact or fiction; it doesn’t matter. If the person has to come up with a lot of reasons, they will regret the decision later. In fact, the […]
Ten Quick Facts On Decisions
1.) People make impulsive decisions and then stand behind that impulse as if the decision was made logically with a lot of thought behind it. 2.) When a person’s decision turns out to have good results, they are quick to take the credit. When the results are unfavorable, they tend to blame external sources like […]
The Law Of Proof
The Law of Proof states that people believe if something worked before, it will probably work again . While emotion is what will ultimately get someone to take action, it is perceived logic that will open up the possibility of them taking action in the first place. One of the biggest ways that we exercise […]
The Law Of Expectations
The Law of Expectations says that people generally act in way that other people expect them to. As individuals, we can sometimes make decisions and behave based upon how others expect us to. This is known as the impact of suggestion in general and it holds true for behaviors that are both positive and negative. […]
The Law Of Cognitive Dissonance
As humans, we feel the need to act in accordance with our core beliefs and values. In other words, it is very difficult for us to behave or act in a way that is different from what we really believe deep down in our hearts. A researcher at Stanford University formulated something called the cognitive […]
The Contrast Trigger
The contrast trigger shows us that the perception of something changes when it is compared to something else. This is often why you will see a price tag on a retail item that has been crossed out with a lower price. Imagine walking into a store to buy a pair of jeans that you have […]