“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 product or service 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.
The book was first published in 1984, but Dr. Cialdini’s “principles of persuasion” remain just as relevant and effective—and the most successful sales reps continue to use them to engage prospects and set appointments.
For an overview, watch this great whiteboard video:
Get all that? If not, 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 (click on a trigger below to learn more, or scroll down to read through all six):