“Yesses” are the lifeblood of the sales profession, and we all want a lot more of them.
But it’s not just the quality of your offer that determines whether your prospect says “yes” or “no.” Often, seemingly small subconscious triggers can dramatically increase your the chances of a “yes.”
In fact, there are 6 proven psychological triggers that generate action, as described by Dr. Robert Cialdini in his book, Influence: The Psychology of Persuasion.
Here’s a cheat sheet on Cialdini’s 6 principles, along with some ideas for how you can use them to get your prospects to say “yes” more often.
When you look at your sales results and they’re not where you want them to be, what do you do?
Do you scream “work harder!” to your team (or yourself), and hope the numbers will get better?
News flash: that’s not good enough.
As we discussed at the August session of Business Wise Insiders, smart sales leaders create energy with proven strategies that prepare, coach, and energize their teams.
Among other things, we discussed the importance of a feedback environment that leads to continuous improvement (rather than simmering resentment), including this critical tactic most managers overlook:
Every successful marketing email takes your prospects on a journey.
That journey starts the moment the email arrives in their inbox... and ends the moment they decide to act on your offer, providing you with a solid, actionable lead.
As you’re about to read, that journey consists of three specific “click points”—critical moments of decision that determine whether your prospects advance to the next step in the journey, or pass you and your offer by.