I would never in a million years use (or suggest that you use) mind games to "trick" people into doing business with you. There are tons of sleazy salespeople who use those tactics and if they can sleep at night, good for them. But to me- it's unethical, and I refuse to stoop to their level. Maybe that means I will not sale or recruit as much as them, and I'm totally fine with that!
There are, however, some simple tactics that you can use with your prospects to PRIME them and get them in the right mindset for your presentation/offer. These are proven strategies from the book titled "Methods of Persuasion." Today I would like to share those with you. 1. The words "flexible", "elastic", "rubber", and "change" have been found to trigger open-mindedness. For example, "Being able to have a flexible schedule was a wonderful and much-needed change for me!" 2. Making a statement about someone else's open-mindedness can help to activate the open-mindedness of the person you are speaking to. For example, "What are your thoughts on skydiving? My friend Sandra was petrified about going, but she recently went and she absolutely loved it!" 3. Ask for a large request or favor first, then a small request/favor. People are more likely to say yes to the small thing after turning down the large thing. For example, asking someone to purchase a $200 startup kit before offering them the $99 kit. Or asking someone to let you throw a party/class at their house before asking them to hold a "catalog show" or "online party" for you. 4. Suggest a high anchor point. For example, "On a scale of 1-10 with 10 being "I'm ready to start right now!" and 1 being "I'm running for the hills" - where are you? Are you at least at an 8?" 5. Reinforce their expectations that they CAN do this! For example, "You seem like a very outgoing and friendly individual. I bet you are a huge people person! Those are great qualities to have!" 6. Getting someone to nod their head before you make a request can trigger a more agreeable state of mind. For example, pause during the conversation as a nonverbal cue that you would like them to acknowledge your last point. Many people will nod in agreement. 7. When you want to encourage or discourage certain behavior, point the "norm" toward the desired behavior. For example- if you want to increase the size of your tips, demonstrate that most customers tip generously. 8. Reciprocity. Doing a favor for someone will usually increase the odds of them doing a favor for you, in return. (Note- Do not go around doing favors for people solely for this purpose. You should help others whenever you can, just to be a nice person...not to get something in return. If someone happens to, that's just a BONUS!) 9. Compliment them. (Note- Do not just recklessly throw around compliments, people can tell when you're being "fake!" Just put more effort into noticing things that you do genuinely feel deserves a compliment.) 10. Find a similarity and point it out. For example, a shared name, a mutual friend, a common interest or hobby, etc. 11. Use the words "we" and "us" rather than "you." This helps to show that you're in this together and will be there to support and assist them when needed. 12. Use limitations. For example, "Limit of 10 per person." or "I have 5 openings left for today!" 13. Repetition. Very few people buy a product or join a company on the first exposure. This is why it is sooo important to stay in touch with them, follow up, etc. (Note- An autoresponder takes the time consuming work out of this for you! If you do not already have an autoresponder, I highly recommend the 30 day free trial here: FREE 30 Day Trial! 14. Ask rhetorical questions. For example, "Don't you agree that...." or "Isn't it true that..." 15. Whenever you need to communicate a new concept to someone, compare it to something they are already familiar with. For example, "Today you will be paying $39.90 which is your first and last month's fee, much like most auto insurance policies require." To Your Success, Missy VanMeter www.facebook.com/mdvanmeter www.facebook.com/groups/tinyhomebiglife
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About the Author:
Hi, I'm Missy! I am a 29 year old work-at-home homeschooling Mommy, Wife, Animal-lover, homesteader, & Christian Ministry student. Categories
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