Dr. Robert Cialdini has a book that covers six universal shortcuts to decision making. These six concepts can help you shorten your sales process and close more leads on a regular basis.
- Click here for the affiliate link to Dr. Cialdini’s book
- Reciprocity – people like to give back
- Something as small as a mint can make a difference
- The gift doesn’t have to be huge & being thoughtful goes a long way
- Scarcity – people act more quickly when what they want seems scarce
- This is the idea behind invitation only set ups
- You won’t sound desperate; you will seem in-demand
- Authority – people want to see quickly that you know what you are talking about
- Diplomas on the wall or uniforms can establish authority
- Ask “Did someone tell you to ask for me?”
- Consistency – People want to know what to expect
- Consistency is a form of non-momentum
- Build your ask
- Liking – people like others who are similar to them
- Pay people compliments
- Be cooperative
- Find common ground
- Consensus – people need to be in agreement
- Everything needs to make sense for both the customer and the company
Do you currently use these shortcuts in your sales strategies? Tweet us @pushpullsales
*thanks to BenSound.com for our intro & outro music*
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