You asked for a few quick tips and tactics that you can take and put into action today. Here they are:
Tactic 1: Loss of Ownership Tactic
“Dr. Hogan, I understand you make X dollars.”
Now, which approach is going to work better?
"I would like to show you how to make 25% more next year."
"I’m worried about your income dropping 25%...."
If you said ‘B’ you were right. We are much more afraid of losing what we already possess than getting anything of similar value.
Tactic 2: Disconfirmation Doesn’t Cut It Tactic
Once people have a belief they filter out ALL other information.
They do NOT look for information to disconfirm their beliefs.
No matter how wrong someone is about something…no matter how obviously they are shown to be incorrect, they will continue to look for information to support their original belief. Therefore don’t try and point out what won’t fit through their filter.
So what DO you do? Instead, let them experience alternatives so they can disconfirm their own beliefs.
Tactic 3: The Mistake of Asking The Wrong Question
People don’t know why they buy…
…so don’t ask…
Covertly deal with the unconscious while you persuade the conscious mind.
Unless you have a well planned strategy, don’t ask why they buy. The simply don’t know.