Turning Persuasion Strategies into Selling Skills
Kevin Hogan
How do you take all of these techniques and strategies of persuasion that you learn in Coffee with Kevin Hogan every week, and apply them to selling a specific product or service?
I'm going to give you a template (and there are a few that can be very effective...this is one such template) for interacting with roughly half of all of your clients.
It is called the "Zero Choice-- Do What I Tell You To" process. (All completed in a very kind, loving and gentle manner!)
Every day, new research comes in that helps us refine our understanding of how the human brain and mind work. In the last 15 years, more has been learned about memory, learning and decision making than in the prior 2,000,000 years we have walked on the planet.
Today the data comes in on reams of paper instead of the little trickles that were dripping when I wrote Psychology of Persuasion
. In fact, since that book was written, we have a completely new understanding of brain, mind, thinking, the nonconscious mind, nonverbal communication, learning, decision making, marketing and selling. That means that armed with "the right stuff", you can get people to commit, say "yes", approve your proposal, buy your products and services with far more ease than ever was the case.
Over the past three years (in particular, and since we began back in 1996) I've shared with you what I have found to be the most crucial pieces of the mind-change puzzle. Here's an important one that I touched on last week.
Fewer Choices = More Sales
You've seen me share with you this same concept over and over in study after study.
People like to SAMPLE variety but they will BUY from few choices.
Now just STOP and think about this ONE simple concept and how it relates to you...
