Landing That Deal – With 10 Persuasion Techniques You Can Use TODAY!

Image courtesy of www.jsd.k12.ca.us

Marketing is not just about selling on your website or churning out advertisements.

It is also about going out to meet REAL people to clinch REAL deals.

When it comes to negotiating a deal, your persuasive powers will determine whether you will be successful or tank big time.

Persuasion and salesmanship is really about copywriting – acted out in real life.

Admittingly, I don’t consider myself an expert on persuasion. But I’m learning all the time. Practicing all the time. And I know I’m getting there. It’s a matter of time…

Okay, lets cut to the chase.

Here are some useful persuasion techniques YOU can use right NOW to your advantage:

1. Compliment him

Talk about his achievements. Ask him how he did it. Tell him how much you value him. And basically stroke his ego.

2. Structure the sales pitch according to his values

He prefers talking about how to save cost. Then talk to him about that. Engage him in his own language. Explain to him how you can help him save cost – even though you are really going to persuade him on something else.

3. Paint a vivid picture in his mind

Let him imagine. Make him think about how he is going to win big time. And make him see, feel, taste, hear and smell it. Yea, push all his sensory buttons!

4. Use the principle of consistency

Say you want him to sign an insurance deal with you.

Ask him, does he love his family? He probably reply yes.

Ask again, does he want to protect his family from risk. He probably reply yes one more time.

Ask him yet again, will he put in a small miserly investment for the sake of his family? He will probably reply yes – for another time!!

Now, land the final blow. Tell him THAT is precisely the reason why he has got to listen to YOU! And no one else!

You get the picture.

5. Don’t make him feel stupid

Even if he is, don’t disagree with him. Tell him that you see his point. And you have more to add on to that. Just don’t make him feel you are going against him. You want to be with him.

Also, avoid the word ‘but’ – at all cost! Use more of the word ‘and’.

6. Utilize the principle of scarcity

By scarcity, I mean a certain quantity will have to be limited.

Most often, it is time based. For example, you can tell him that if he doesn’t sign the contract, the price of the shipment is going to go up by 50% next Saturday. He can lock in the special price now – while it is still LOW!

Using another example, let say you want to sell a seminar, you can state that there are only seats for 50 participants. When they are snapped up, that’s it! They are all gone. So grab the remaining seats NOW!

7. Unleash the power of silence

Sometimes the best way to convince is just not to talk at all.

Put forth a proposition. And keep quiet. Watch how he react. Make him think about it. The silence will make him uncomfortable and he will start replying. Now is your chance to build on that reply.

8. Empathize with him

Tell him that you get what he means. You feel him. Let him understand that you are on his side. When he start relating to you, your chances of clinching the deal will go up several notches in your favor.

9. Use the power of comparison

Compare several alternatives and scenarios. And explain to him why yours is the best. When he has something to compare against, it is easier for him to see the value that you are trying to bring forth.

10. Social proofing

Humans are followers of the herd. When many get on to something, they will just follow – sometimes even blindly!

Now use that to your advantage.

Tell him the people that are endorsing you or your products. And about those that already signed up. Show him the facts and statistics. Show him the case studies. Show him the testimonials.

Show him that’s why he must work with you – or he is going to LOSE out – unlike the rest who are already on board. Yes, play on his fear for good measure.

I hope you found these techniques useful. If you have any persuasion techniques you like to add on, feel free.

[tags]marketing, persuasion, salesmanship, deal making, business, e-moneymarketing, social proof, power of consistency, power of comparison, power of silence[/tags]

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[...] E-MoneyMarketing – Online and General Marketing Strategies wrote an interesting post today on Landing That Deal – With 10 Persuasion Techniques You Can Use TODAY!Here’s a quick excerpt [IMG persuasion techniques]Image courtesy of http://www.jsd.k12.ca.us Marketing is not just about selling on your website or advertisements. It is also about going out to meet REAL people to clinch REAL deals. When it comes to negotiating a deal, that is where your persuasive powers come into play. Persuasion and salesmanship is really copywriting – acted out in real life. Admitting, I don’t consider myself an expert on persuasion. But I’m learning all the time. Practicing all the time. And I [...]

They’re definitely helpful.. I’m actually trying to memorize them by heart.

Hi Djahna,

Glad you found them so.

Hope you will be able to apply them soon. They ARE immensely useful!

Cheers,
Jag

These tricks won’t work if your customer knows them, or has had them tried on them before.

You might consider telling the truth; you’ve got a pretty good product which will do the job he wants. And if you don’t, become a salesman for the better product.

Hi TigerTom,

I see where you are coming from.

Telling the truth is always the way to go. It shouldn’t conflict in how we would market the product.

Importantly, if the product is not good, and doesn’t offer much value, we will not ve promoting it in the first place!

Cheers,
Jag

This reminds me of “how to win friends and influence people” a lot of the same ideas.

Hi Ed,

I’ve not read “how to win friends and influence people”. But I reckon that a lot of the base ideas should be similar.

Winning friends and persuading people mostly centers around the same few concepts – such as focusing on their benefits and making them feel at ease.

Sometimes, there are different ways to achieve the same outcome. For example, utilizing props.

Ultimately, what we want is to win people over, regardless of how it is done.

Thanks for dropping me a line, Ed. Appreciate it!

Cheers,
Jag

Those 10 points are so great that i can’t but say thanks. Great post. I’ll keep them in my mind.

Hi Appleiphone forum,

You are certainly welcome!

Do share your own too!

Jag

I like the idea behind paiting a vivid picture. Only because it forces the person you are selling to go inside and begin to imagine what it really is like to have what you are describing. That is as long as it is what they are looking for.

Ethics plays a big part in persuasion as well as covert or conversational hypnosis. You figure if you are sending a person inside of themselves they are going into an altered state which is a form of hypnosis. So persuasion is similar to hypnosis.

I liked you article and look forward to more of similar content. Thanks.

Hi Hypnosis,

Yeah. You see it. You feel it. Making people imagine is a surefire way to getting them to see your point of view. And getting them on the way to being persuaded – by you!

I don’t know too much about hypnosis, but I supposed there should be some links.

You may want to share more with me. Looking forward to it. =)

Cheers,
Jag

[...] I’m about to reveal to you soon ties in with some of the persuasion techniques I wrote about [...]

“Unleash the power of silence” this is a negotiation technique known as “who speaks first loses”. It usually works with someone who is not aware of the technique, but it can get really funny when both negotiating partners are using it.

another informative post. keep up the good work!

Hi Jag,
nice succinct post and they are all valid points.
Please note though that not everyone paints pictures in their mind, in fact, only about 40% of the population.
Also, consistency is great as presented by Robert Cialdini in his book “influence”. You are presenting a “yes” set in point 4. They work, you can get caught doing it by smart buyers, and there is a more elegant way to generate a “yes set” and it’s just about undetectable by the prospect.
Greg

Gregs last blog post..How to Win Friends

Thanks for sharing the techniques.. It’s very nice. I’m know it really helps to us a lot..
Hurray to you Jag.

- Gabriel

Many of these are actually all about building rapport. If you know how to quickly build rapport with your prospect then a sale can go quite nicely… and easily.

One thing that is so true that you pointed out is the fact that you have to go our and meet people. Most people never get that far, but once you do… you learn quickly how to build rapport and talk to a prospect.

Boyle
Hypnotize Yourself´s last blog ..An Introductory Look at Hypnosis & Self Hypnosis

These are treasure tips for many marketers, these will definitely help many users in more than one ways. Thanks for sharing these vital details. :)

Jason

All of the persuasion techniques you have mentioned are very powerful indeed and are a part of conversational hypnosis (don’t know if you heard of it). Seems like it’s something that may interest you, check it out :)
How to Hypnotize Someone´s last blog ..How to Hypnotize Someone – Learn How to Hypnotize Someone Now! updated Fri Mar 12 2010 6:28 am CST

Thanks for your insights. I particularly love #7! Silence really can be golden, can’t it? It’s so interesting that we often want so badly to get our point across that we stomp all over the other person’s ideas, making it all that much less likely that they’ll even hear our message? As Steven Covey said, so brilliantly, “Seek first to understand, then to be understood” Sometimes to understand, we must first shut our mouths! Sorry to go on and on about it, it’s just something I’m still learning. Wink. Wink. More slick (but ethical!) persuasion techniques I’ve been learning about are sleight of mouth originally put forward by Robert Dilts, but now more mainstream in the NLP and persuasion and influence community. Cheers.

Well, the fact is in the art of persuasion, there are many ways of doing things, many perspectives, techniques, methods and tools. The point being, by using it and paying attention to feedback, will it get you the results you want.

Keep in mind the important fact that these words could have a deep and powerful feeling associated with them in their internal experience. They would be much more likely to go along with your persuasive intervention because you are using words which stimulate powerful feelings inside them for the changes that they really want!

So doesn’t it just make sense to have in mind a really clear and strong intent before you engage in your powerful persuasion?