We all know it\u2019s easier to say yes to those we know and like. Most sales are built on the foundation of relationships.<\/p>\n\n\n\n
Mistake<\/strong><\/h3>\n\n\n\nSalespeople work too hard trying to get others to like them. In doing so they can come across as desperate to close the sale.\u00a0\u00a0<\/p>\n\n\n\n
Solution<\/strong><\/h3>\n\n\n\nFocus on liking your prospect and current customers. When others sense you genuinely like and care for them, they\u2019ll be more likely to say yes to you. Why? Because, deep down, we believe friends do right by friends.<\/p>\n\n\n\n
Reciprocity<\/strong><\/h2>\n\n\n\nFrom the time we\u2019re young we\u2019re taught that, when someone does something for us, we\u2019re expected to do something in return. Give and, quite often, you\u2019ll get.<\/p>\n\n\n\n
Mistake<\/strong><\/h3>\n\n\n\nGiving a free gift after<\/em> someone does something, like sign up for a newsletter. That\u2019s not reciprocity \u2013 that\u2019s offering a reward as inducement. And there\u2019s a big difference.\u00a0\u00a0<\/p>\n\n\n\nSolution<\/strong><\/h3>\n\n\n\nEncourage people to take advantage of your free offer. Only after they\u2019ve done so should you ask for something in return. Once they\u2019ve benefited from your offer they\u2019ll be more likely to say yes to whatever you might ask next.\u00a0<\/p>\n\n\n\n
Consensus<\/strong><\/h2>\n\n\n\nHumans are social creatures. Over the course of history, we\u2019ve learned there\u2019s safety in numbers and \u201ceveryone can\u2019t be wrong.\u201d Generally, it works well for us to follow the crowd.<\/p>\n\n\n\n
Mistake<\/strong><\/h3>\n\n\n\nThinking that all we need to do to convince a prospect to act is highlight a big number.\u00a0\u00a0<\/p>\n\n\n\n
Solution<\/strong><\/h3>\n\n\n\nTalk about people who are most like the prospective customer you\u2019re courting. When a prospect learns people just like them benefit from your product or service it will be easier for the prospect to say yes to your offer.<\/p>\n\n\n\n
Authority<\/strong><\/h2>\n\n\n\nWe feel more comfortable following the advice of experts.<\/p>\n\n\n\n
Mistake<\/strong><\/h3>\n\n\n\nNot highlighting your experience and expertise \u2013 or waiting until the end of your sales conversation to so. By that time some prospects may have tuned you out.\u00a0\u00a0<\/p>\n\n\n\n
Solution<\/strong><\/h3>\n\n\n\nLet people know your credentials up front. Whenever possible, have someone introduce you for even more credibility. A third party can say things about you that might sound like bragging coming from you.\u00a0<\/p>\n\n\n\n
Consistency<\/strong><\/h2>\n\n\n\nWe feel better about ourselves when our words and deeds match. As little pleasure seekers and pain avoiders, this is a powerful principle of influence. <\/p>\n\n\n\n
Mistake<\/strong><\/h3>\n\n\n\nToo many salespeople tell prospects what to do. When you do this you\u2019ve not gained a commitment by triggering the psychology of wanting words and deeds to match.\u00a0\u00a0<\/p>\n\n\n\n
Solution<\/strong><\/h3>\n\n\n\nStop telling prospects what to do \u2013 and start asking. When you ask and someone says yes, they\u2019re far more likely to follow through. That\u2019s because they don\u2019t want to feel bad and look bad at not having kept their word.<\/p>\n\n\n\n
Scarcity<\/strong><\/h2>\n\n\n\nIt\u2019s natural for us to want what we can\u2019t have or whatever might be going away. We hate the thought of having missed out on some potential opportunity.<\/p>\n\n\n\n
Mistake<\/h3>\n\n\n\n
Manufacturing false scarcity will hurt your credibility. Don\u2019t use the worn-out line, \u201cIf you sign today I can save you 15 percent, but I can\u2019t offer you this deal after today.\u201d Seldom is that true \u2013 and people see through it.\u00a0\u00a0<\/p>\n\n\n\n
Solution<\/h3>\n\n\n\n
When scarcity is available, tap into it \u2013 but not in a fear-mongering, scare-tactic way. \u201cI\u2019d hate for you to miss out on this opportunity,\u201d will be more effective than, \u201cYou really should take advantage of this deal.\u201d It\u2019s a subtle difference that can make all the difference.<\/p>\n\n\n\n
Successful interaction with other people comes down to psychology. Tap into the vast body of research from social psychology and behavioral economics and you\u2019ll have more people saying yes to you more often. When that happens, sales success is inevitable. <\/p>\n\n\n\n
![\"Headshot](\"https:\/\/www.sales30conf.com\/blog\/wp-content\/uploads\/2020\/07\/BrianAhearn.jpg\" "\\"Brian_Ahearn_Headshot\\"\/")
<\/figure><\/div>\n\n\n\nBrian Ahearn is chief influence officer at <\/em>Influence PEOPLE, LLC<\/em><\/a>, and is author of <\/em>Influence PEOPLE: Powerful Everyday Opportunities to Persuade That Are Lasting and Ethical<\/a>.<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"For decades I\u2019ve helped salespeople incorporate the psychology of persuasion into their sales processes. During those years I\u2019ve seen countless salespeople make the same mistakes. To help you avoid those pitfalls and enjoy more success I\u2019ll share the six most common mistakes salespeople make. More importantly, I\u2019ll give you solutions to the pitfalls. Liking We […]<\/p>\n","protected":false},"author":1,"featured_media":351,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[16],"tags":[],"_links":{"self":[{"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/posts\/350"}],"collection":[{"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/comments?post=350"}],"version-history":[{"count":4,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/posts\/350\/revisions"}],"predecessor-version":[{"id":776,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/posts\/350\/revisions\/776"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/media\/351"}],"wp:attachment":[{"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/media?parent=350"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/categories?post=350"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/tags?post=350"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}
Focus on liking your prospect and current customers. When others sense you genuinely like and care for them, they\u2019ll be more likely to say yes to you. Why? Because, deep down, we believe friends do right by friends.<\/p>\n\n\n\n
Reciprocity<\/strong><\/h2>\n\n\n\nFrom the time we\u2019re young we\u2019re taught that, when someone does something for us, we\u2019re expected to do something in return. Give and, quite often, you\u2019ll get.<\/p>\n\n\n\n
Mistake<\/strong><\/h3>\n\n\n\nGiving a free gift after<\/em> someone does something, like sign up for a newsletter. That\u2019s not reciprocity \u2013 that\u2019s offering a reward as inducement. And there\u2019s a big difference.\u00a0\u00a0<\/p>\n\n\n\nSolution<\/strong><\/h3>\n\n\n\nEncourage people to take advantage of your free offer. Only after they\u2019ve done so should you ask for something in return. Once they\u2019ve benefited from your offer they\u2019ll be more likely to say yes to whatever you might ask next.\u00a0<\/p>\n\n\n\n
Consensus<\/strong><\/h2>\n\n\n\nHumans are social creatures. Over the course of history, we\u2019ve learned there\u2019s safety in numbers and \u201ceveryone can\u2019t be wrong.\u201d Generally, it works well for us to follow the crowd.<\/p>\n\n\n\n
Mistake<\/strong><\/h3>\n\n\n\nThinking that all we need to do to convince a prospect to act is highlight a big number.\u00a0\u00a0<\/p>\n\n\n\n
Solution<\/strong><\/h3>\n\n\n\nTalk about people who are most like the prospective customer you\u2019re courting. When a prospect learns people just like them benefit from your product or service it will be easier for the prospect to say yes to your offer.<\/p>\n\n\n\n
Authority<\/strong><\/h2>\n\n\n\nWe feel more comfortable following the advice of experts.<\/p>\n\n\n\n
Mistake<\/strong><\/h3>\n\n\n\nNot highlighting your experience and expertise \u2013 or waiting until the end of your sales conversation to so. By that time some prospects may have tuned you out.\u00a0\u00a0<\/p>\n\n\n\n
Solution<\/strong><\/h3>\n\n\n\nLet people know your credentials up front. Whenever possible, have someone introduce you for even more credibility. A third party can say things about you that might sound like bragging coming from you.\u00a0<\/p>\n\n\n\n
Consistency<\/strong><\/h2>\n\n\n\nWe feel better about ourselves when our words and deeds match. As little pleasure seekers and pain avoiders, this is a powerful principle of influence. <\/p>\n\n\n\n
Mistake<\/strong><\/h3>\n\n\n\nToo many salespeople tell prospects what to do. When you do this you\u2019ve not gained a commitment by triggering the psychology of wanting words and deeds to match.\u00a0\u00a0<\/p>\n\n\n\n
Solution<\/strong><\/h3>\n\n\n\nStop telling prospects what to do \u2013 and start asking. When you ask and someone says yes, they\u2019re far more likely to follow through. That\u2019s because they don\u2019t want to feel bad and look bad at not having kept their word.<\/p>\n\n\n\n
Scarcity<\/strong><\/h2>\n\n\n\nIt\u2019s natural for us to want what we can\u2019t have or whatever might be going away. We hate the thought of having missed out on some potential opportunity.<\/p>\n\n\n\n
Mistake<\/h3>\n\n\n\n
Manufacturing false scarcity will hurt your credibility. Don\u2019t use the worn-out line, \u201cIf you sign today I can save you 15 percent, but I can\u2019t offer you this deal after today.\u201d Seldom is that true \u2013 and people see through it.\u00a0\u00a0<\/p>\n\n\n\n
Solution<\/h3>\n\n\n\n
When scarcity is available, tap into it \u2013 but not in a fear-mongering, scare-tactic way. \u201cI\u2019d hate for you to miss out on this opportunity,\u201d will be more effective than, \u201cYou really should take advantage of this deal.\u201d It\u2019s a subtle difference that can make all the difference.<\/p>\n\n\n\n
Successful interaction with other people comes down to psychology. Tap into the vast body of research from social psychology and behavioral economics and you\u2019ll have more people saying yes to you more often. When that happens, sales success is inevitable. <\/p>\n\n\n\n
<\/figure><\/div>\n\n\n\nBrian Ahearn is chief influence officer at <\/em>Influence PEOPLE, LLC<\/em><\/a>, and is author of <\/em>Influence PEOPLE: Powerful Everyday Opportunities to Persuade That Are Lasting and Ethical<\/a>.<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"For decades I\u2019ve helped salespeople incorporate the psychology of persuasion into their sales processes. During those years I\u2019ve seen countless salespeople make the same mistakes. To help you avoid those pitfalls and enjoy more success I\u2019ll share the six most common mistakes salespeople make. More importantly, I\u2019ll give you solutions to the pitfalls. Liking We […]<\/p>\n","protected":false},"author":1,"featured_media":351,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[16],"tags":[],"_links":{"self":[{"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/posts\/350"}],"collection":[{"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/comments?post=350"}],"version-history":[{"count":4,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/posts\/350\/revisions"}],"predecessor-version":[{"id":776,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/posts\/350\/revisions\/776"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/media\/351"}],"wp:attachment":[{"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/media?parent=350"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/categories?post=350"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/tags?post=350"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}
Giving a free gift after<\/em> someone does something, like sign up for a newsletter. That\u2019s not reciprocity \u2013 that\u2019s offering a reward as inducement. And there\u2019s a big difference.\u00a0\u00a0<\/p>\n\n\n\n Encourage people to take advantage of your free offer. Only after they\u2019ve done so should you ask for something in return. Once they\u2019ve benefited from your offer they\u2019ll be more likely to say yes to whatever you might ask next.\u00a0<\/p>\n\n\n\n Humans are social creatures. Over the course of history, we\u2019ve learned there\u2019s safety in numbers and \u201ceveryone can\u2019t be wrong.\u201d Generally, it works well for us to follow the crowd.<\/p>\n\n\n\n Thinking that all we need to do to convince a prospect to act is highlight a big number.\u00a0\u00a0<\/p>\n\n\n\n Talk about people who are most like the prospective customer you\u2019re courting. When a prospect learns people just like them benefit from your product or service it will be easier for the prospect to say yes to your offer.<\/p>\n\n\n\n We feel more comfortable following the advice of experts.<\/p>\n\n\n\n Not highlighting your experience and expertise \u2013 or waiting until the end of your sales conversation to so. By that time some prospects may have tuned you out.\u00a0\u00a0<\/p>\n\n\n\n Let people know your credentials up front. Whenever possible, have someone introduce you for even more credibility. A third party can say things about you that might sound like bragging coming from you.\u00a0<\/p>\n\n\n\n We feel better about ourselves when our words and deeds match. As little pleasure seekers and pain avoiders, this is a powerful principle of influence. <\/p>\n\n\n\n Too many salespeople tell prospects what to do. When you do this you\u2019ve not gained a commitment by triggering the psychology of wanting words and deeds to match.\u00a0\u00a0<\/p>\n\n\n\n Stop telling prospects what to do \u2013 and start asking. When you ask and someone says yes, they\u2019re far more likely to follow through. That\u2019s because they don\u2019t want to feel bad and look bad at not having kept their word.<\/p>\n\n\n\n It\u2019s natural for us to want what we can\u2019t have or whatever might be going away. We hate the thought of having missed out on some potential opportunity.<\/p>\n\n\n\n Manufacturing false scarcity will hurt your credibility. Don\u2019t use the worn-out line, \u201cIf you sign today I can save you 15 percent, but I can\u2019t offer you this deal after today.\u201d Seldom is that true \u2013 and people see through it.\u00a0\u00a0<\/p>\n\n\n\n When scarcity is available, tap into it \u2013 but not in a fear-mongering, scare-tactic way. \u201cI\u2019d hate for you to miss out on this opportunity,\u201d will be more effective than, \u201cYou really should take advantage of this deal.\u201d It\u2019s a subtle difference that can make all the difference.<\/p>\n\n\n\n Successful interaction with other people comes down to psychology. Tap into the vast body of research from social psychology and behavioral economics and you\u2019ll have more people saying yes to you more often. When that happens, sales success is inevitable. <\/p>\n\n\n\n Brian Ahearn is chief influence officer at <\/em>Influence PEOPLE, LLC<\/em><\/a>, and is author of <\/em>Influence PEOPLE: Powerful Everyday Opportunities to Persuade That Are Lasting and Ethical<\/a>.<\/em><\/p>\n","protected":false},"excerpt":{"rendered":" For decades I\u2019ve helped salespeople incorporate the psychology of persuasion into their sales processes. During those years I\u2019ve seen countless salespeople make the same mistakes. To help you avoid those pitfalls and enjoy more success I\u2019ll share the six most common mistakes salespeople make. More importantly, I\u2019ll give you solutions to the pitfalls. Liking We […]<\/p>\n","protected":false},"author":1,"featured_media":351,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[16],"tags":[],"_links":{"self":[{"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/posts\/350"}],"collection":[{"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/comments?post=350"}],"version-history":[{"count":4,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/posts\/350\/revisions"}],"predecessor-version":[{"id":776,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/posts\/350\/revisions\/776"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/media\/351"}],"wp:attachment":[{"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/media?parent=350"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/categories?post=350"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.sales30conf.com\/blog\/wp-json\/wp\/v2\/tags?post=350"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}Solution<\/strong><\/h3>\n\n\n\n
Consensus<\/strong><\/h2>\n\n\n\n
Mistake<\/strong><\/h3>\n\n\n\n
Solution<\/strong><\/h3>\n\n\n\n
Authority<\/strong><\/h2>\n\n\n\n
Mistake<\/strong><\/h3>\n\n\n\n
Solution<\/strong><\/h3>\n\n\n\n
Consistency<\/strong><\/h2>\n\n\n\n
Mistake<\/strong><\/h3>\n\n\n\n
Solution<\/strong><\/h3>\n\n\n\n
Scarcity<\/strong><\/h2>\n\n\n\n
Mistake<\/h3>\n\n\n\n
Solution<\/h3>\n\n\n\n
<\/figure><\/div>\n\n\n\n