Robert Cialdini’s Principles of Persuasion: 6 Ways to Make Your Prospect Say “Yes”

Robert Cialdini’s Principles of Persuasion: 6 Ways to Make Your Prospect Say “Yes”

“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.

The Statistic that Will Fire Up Your Email Marketing Strategy

The Statistic that Will Fire Up Your Email Marketing Strategy

You craft a great email marketing campaign. You hit send. And just when you’re ready for the leads to start pouring in…

...all you get is crickets.

What do you do? Scream in frustration? Cry in the supplies closet? Swear off email marketing forever?

NO!

At the October session of Business Wise Insiders on “The Science of B2B Sales,” we discussed an eye-opening statistic that can change how you evaluate your email marketing strategy:

Opens Aren't Everything: The Key to Subject Lines that Generate More Clicks and Leads

Opens Aren't Everything: The Key to Subject Lines that Generate More Clicks and Leads

You wrote a great email...but WHAT IF NO ONE READS IT??

Just write a compelling subject line that gets more opens, right?

Well, yes—getting your prospect to open your email is obviously critical to your email marketing success.

But the most successful subject lines don’t just entice your prospect to open your email—they pave the way for more clicks and leads.

Here’s how:

Pain vs. Problem: How to Tell If Your Prospect is Ready to Act (or Just Venting)

Pain vs. Problem: How to Tell If Your Prospect is Ready to Act (or Just Venting)

“Uncover your prospect’s pain!”

Every sales rep has heard it a million times. It’s what we’re trained to do after all—it’s the key to getting your prospect in the right frame of mind to buy.

Right?

Well, yes—but only if what you uncover is actual, intense, behavior-changing pain…

...and not just a minor “flesh wound” that your prospect is in no real rush to do anything about.

Here’s how to tell the difference between pain and problem. Then you can decide whether to write a prescription, scrub for surgery... or play a round of golf

The “First Down” Method: Turn More Leads into Appointments and Sales

The “First Down” Method: Turn More Leads into Appointments and Sales

Some opportunities are sales-ready. Others simply aren’t. It can try your patience, and leave you feeling lost about what to do next.

So how do you continue to build a relationship with those prospects? How can you move them toward buying when they don’t want to be “sold”? 

We’ve got a trick you can use to help move prospects through your sales funnel without losing patience (or worse yet, sales).

It’s called the First Down Method, and here’s how it works:

The Sales Coaching Tactic that Unlocks Better Team Performance (and That Most Managers Overlook)

The Sales Coaching Tactic that Unlocks Better Team Performance (and That Most Managers Overlook)

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:

Why a "Hard-to-Get" Prospect Might Be Your Next Big Sale

Why a "Hard-to-Get" Prospect Might Be Your Next Big Sale

Sales rejections can be hard to swallow. But at least you can get over it quickly and move on.

On the other hand, in-between reactions—the prospects who seem interested in what you have to offer, but still won’t commit to meet with you—can be harder to navigate.

We’ve got a tip that can help you get through those promising, but hard-to-set appointments...

The 3 “Click Points” of Every Successful Email Offer

The 3 “Click Points” of Every Successful Email Offer

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.

A Better Way to Show Your ROI

A Better Way to Show Your ROI

How much money will I make or save if I invest in your product and services?

That’s the ROI question. And it’s a critical one in the eyes of your prospects and their fellow decision-makers who need to sign off to get a deal approved.

Do you have an answer? Do you (or your prospects) like and believe your answer?

If not, you may benefit from a resource that helped open our eyes about the concept of ROI, and that can help you craft an answer that works for you--and your prospects...

In Person vs. Over the Phone: 2 Sales Plans for Making the Most Out of Any Conversation

In Person vs. Over the Phone: 2 Sales Plans for Making the Most Out of Any Conversation

When prospecting to a local market, is there a difference between trying to build a sales-ready relationship over the phone or in person? 

Aside from the obvious physical differences, do you have specific plans that you deploy in each circumstance?

If not, don't fret! Here are two basic plans to help you make the most out of each sales situation.

Answer These 2 Questions to Give Your Prospects a Reason to Buy

Answer These 2 Questions to Give Your Prospects a Reason to Buy

In one sentence, try to answer this question: why should your prospects choose you over your competitors?

Did you draw a blank? Did you say “because we’re the best”? Would you get a different answer from your colleagues? If so, your biz-dev isn’t close to its full potential.

To give your prospects a reason to buy, answer these two questions that can help put a fine point on your unique value.

4 Ways Email Marketing Makes You a Better Sales Rep

4 Ways Email Marketing Makes You a Better Sales Rep

“I’m in sales. Don’t bother me about the ins and outs of email marketing.”

You might want to rethink that.

Because here’s the thing: the best sales reps—the ones who excel in today’s new selling environment—also know a lot about email marketing.

Here are the four basic ways a solid understanding of email marketing can make you a better sales rep.

[QUIZ] How to Be an Assertive Sales Hunter (and 6 Other Traits that Separate the Best from the Rest)

[QUIZ] How to Be an Assertive Sales Hunter (and 6 Other Traits that Separate the Best from the Rest)

Most sales reps are mediocre. Others know what it takes to get a leg up, and consistently outperform the crowd.

Which category do you fall into?

At our May session of Business Wise Insiders we put our fellow sales reps to the test with our quiz on the 7 Winning Behaviors of Successful Sales Reps.

How a "Putting Green" Landing Page Boosts Your Lead-Gen Results

How a "Putting Green" Landing Page Boosts Your Lead-Gen Results

You’ve probably heard that a good “landing page” helps boost your email marketing results and generates good leads.

But do you know the difference between a good landing page and a bad one? And what makes one good?

If you answered “no” to either question—or if you’ve ever wanted a quick primer on landing pages—check out this video from the smart marketers over at Copyblogger.

How to Overcome Your “Locker Room” Problem (So Your Biz-Dev Strategies Can Start Generating Results)

How to Overcome Your “Locker Room” Problem (So Your Biz-Dev Strategies Can Start Generating Results)

We’ve all been there:

Your leads just trickle in, or don’t come in at all. There’s no lack of effort—you’re trying hard, implementing strategies and processes you were sure would lead to more sales.

But they haven’t, and you’re about to bang your head against the wall looking for an answer.

You’re not cursed. But you may have a “locker room” problem.

How to Write Emails That Generate More Good Leads (New E-Guide!)

How to Write Emails That Generate More Good Leads (New E-Guide!)

In email marketing, a poorly written message = few (if any) good leads.

But when you use a proven formula for success, your leads are better—and you generate a lot more of them.

Check out our a short-and-sweet guide to writing emails that successfully take your prospects on a journey from an engaging opening line, to a message that speaks to the things they care about, to a clear call-to-action that maximizes click-throughs.

3 Ways to Motivate Yourself to Make that Extra Call (and Connect with More Prospects)

3 Ways to Motivate Yourself to Make that Extra Call (and Connect with More Prospects)

You know you have to make more calls to set more appointments... but all of a sudden it’s the end of the day and you haven’t found any time to actually pick up the phone.

Use these 3 surprisingly effective motivational devices to make those few extra calls (and tilt the appointment-setting odds in your favor):

Take Your Email Success to New Heights with a Message that Engages and Resonates

Take Your Email Success to New Heights with a Message that Engages and Resonates

Email marketing can seem like an uphill battle.

But as we discussed at our April session of Business Wise Insiders, thinking about email as an uphill battle can actually help you write more compelling messages that generate more good leads. Here’s how:

The Roadmap Your Sales Reps are Begging For

The Roadmap Your Sales Reps are Begging For

You’ve heard that a huge target market can be bad news for business development.

But you want the most possible opportunities, so you resist the urge to narrow and refine. No big deal, right?

Wrong. An overly broad market doesn’t just slow down your biz-dev, it hamstrings your own sales reps, and prevents your process from getting off the ground in the first place. Here’s how:

A Landing Page Shortcut to Boost Your Email Marketing Success

A Landing Page Shortcut to Boost Your Email Marketing Success

Successful email marketing requires some patience. (Sorry, all you eager sales reps.)

But imagine what your results would be if more prospects simply requested an appointment or product demo?

If that seems like a stretch, try this creative landing page shortcut—and watch as your prospects raise their hands even higher: