Persuasion science has come a long way since that days of value and solution selling.
Persuasion -
Persuasion science has come a long way since that days of value and solution selling.
Use these 5 approaches to close more business by becoming more persuasive. (without having to change your solution)
Many reps think that to be persuasive, you have to have a solid “case.” Meaning airtight, rational, buttoned-down, quantified value.
But lots of people make good cases and can’t close. (And usually blame the customer for being blind.)
Your rock-solid case might just be backfiring.
Updating your approach for factors of persuasion is a key part of a Consultative sales approach. And Consultative Selling approaches are proven to close more deals, reliably.
1. Co-create a solution
A customer who invests time to help build a solution is much more likely to buy it.
2. Tell a story
Tell a story. Make the hero someone your customer would identify with, and see themselves in.
Make learning the insight you want to teach be a pivotal event in the hero overcoming their challenge.
Your customers will listen to the story, and usually give at least due consideration to the insight.
3. Acknowledge the validity of the alternate viewpoint.
Yet, acknowledging the good side of objection is hugely persuasive. Counter-intuitive, I know.
It enhances your credibility because people who are seen as balanced in their approach are seen as more credible their opinions.
4. Drill deep on the cost of inaction.
Spend time surfacing all the ways not acting is costing the customer. Drive those points.
5. Create a category or highly customize the solution for your customer.
the more “scarce” it is.
And scarcity makes customers buy.
Until next week,
Kendall -
Find me on LinkedIn or Book a 1:1 call
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