To sell something, you have to convince a buyer that they not only want your offering — they need it. To be clear, I’m not talking about fooling them into buying a piece of junk. Oftentimes prospects stand to benefit considerably from purchasing a new product or service. However, that doesn’t mean they’re any more eager to fork over their money. And this is where the fine art of persuasion comes in.

Most salespeople swear by personal persuasion tactics that “just work.” But what does science have to say about it? After researching scientific studies on tactics that prompt people to act in a certain way, the folks at Everreach put together the infographic shown below. Instead of deciding which method of persuasion to use based on gut feel, salespeople can now consult the science before proceeding.

So before your next meeting or call, think: Which of these six tactics would hold the most sway over this particular buyer? Adjust your approach accordingly and you’ll have them signing on the dotted line in no time. It’s not magic — it’s science.

persuasion_IG

 

Tony Muller
Chief Technology Officer
Tony has business management and information technology experience gained in the public and private sectors. He has worked with the Queensland Government Chief Procurement Office on IT tenders, and is also an Australian Institute of Management graduate.

Tony is passionate about how technology can facilitate business operations, and is always looking for innovative solutions to business requirements.