We all sell, all the time

● Basic Principles: 9 Laws of Persuasion● Charisma● Remotely: Crafting a Successful Ad● Face-to-Face: SPIN

Today

● Talk way too much● Attempt to convince by logic● Lack trust● Lack rapport● Too smooth● Nervous● Ego-driven, self-conscious● Manipulative

Common Mistakes

Outcome-Based

Thinking

1. What precisely do I want out of the process?2. What does the other person want?3. What is the least I will accept?4. What problems could come up?5. How will I deal with them, and position the problem as a benefit for the other person?6. How will I conclude the process?

Before Going In...

Charisma

Power

PresenceWarmth

http://youtube.com/v/7ffbFvKlWqE

Exercise Time!!

9 Laws of Persuasion

Law of Reciprocity

Law of Contrast

$1 $10

$2499$2489

Law of Friends

Law of Expectancy

Law of Association

Law of Consistency

$100 OR

$200 $0

Law of Scarcity

Conformists

Law of Conformity

Contrarian Conformists

Contrarians

Law of Power

1. Please continue.

2. The experiment requires that you continue.

3. It is absolutely essential that you continue.

4. You have no other choice, you must go on.

Milgram Experiment

Successful Ads

● What you have now is not enough● This product can make you feel better● Try it once. You have nothing to lose and everything to gain● Other people will respect you and like you more● Imagine yourself with this product and achieving your

desired outcome● It’s low risk and guaranteed by experts, but running out soon,

so decide fast

http://www.shakeology.com

Features:

-durable-2-year warranty-foldable-heart-rate monitor-high horsepower of 3-safety plug-water bottle holder-wide speed range (up to 15km/h)

SITUATION QUESTIONS

● what do you value?● how often do you

exercise?● have a treadmill?● how busy?● favourite sports?

PROBLEM QUESTIONS

● are you too busy to exercise regularly?

● not exercising as often as you should?

● feel guilty?● no willpower?● too much trouble?● feel lethargic?

IMPLICATION QUESTIONS

lack of exercise -> ● lethargy● poor work attitude● poor work performance● impact self-esteem● impact relationships with

others● unhappiness

IMPLICATION QUESTIONS

● does the lethargy affect your work attitude?

● work attitude affect your work performance?

● how does it affect your long-term health?

● how does it impact your outlook on life?

NEED-PAYOFF QUESTIONS

● why is exercise impt to you?● how would convenience help

you exercise more?● how will it improve your r/s?● will it improve your work

performance?● will it improve your quality of

life?

Exercise Time!!!

Coolest Cooler

● blender● waterproof wireless

speakers● usb charger● led lid light● 8 different colours● durable all-terrain

wheels● in-built utensils● in-built bottle opener

BONUS

● NAME● THANK

YOU● BECAUSE

Power Words

● advantage● save● benefit● security● comfort● trust● results● value● exciting

● deserve● fun● guarantee● free● love● right● powerful● improved● discovery

● investment● happy● joy● money● safety● vital● proud● you● truth

● precision● balanced● low-pressure,

professional

Credibility

Precise facts

● I’m not supposed to be telling you this but…

● I’m only telling you this because you are …

● Let me tell you something, but don’t let anyone else know…

● Off the record, let me just say...

Secrets

● Don’t● Might/ Maybe● Assumption of Obvious● Tell you● Truth● Tie-Downs

Language Patterns

Don’tDon’t feel as though you have to buy something today.

Might/Maybe

You might want to take out the trash later

Maybe, you’ll help me with some household chores later.

Assumption of Obvious

You probably already know, deep down, how important studying hard for your exams is.

I could tell you to do your homework, but I won’t. I’m sure you know the importance of doing them.

Tell You

I wouldn’t tell you to bring me out, because I respect your decision and I know you will always do the right thing.

Tell You

● The economy is bad● The country is going

in the wrong direction

● Change is in order

● Therefore, you should vote me in

Truth

You will save money with this software, won’t you?You do want this home, don’t you?You can afford it, can’t you?

Tie-Downs

● future pacing● assumptive close● puppy-dog close● alternative-choice close● sharp-angle close

Closes

“With your help, XXX can literally save a large number of children’s lives and cultivate a positive corporate culture. What kind of sponsorship are you looking at?”

Future Pacing

“I’m glad you got a chance to view this house. What are your plans for the backyard”

“This car is definitely a wise choice. Will you be driving it, or will it be your wife?

Assumptive Close

“I’ll have the machine delivered tomorrow. We will show you how to maximize it. After 10 days, if you’re not satisfied, we can take it back.”

Puppy-Dog Close

Will you be buying manual or auto?Would you prefer a monthly or quarterly plan?Will you be paying in cash or credit?

Alternative-Choice Close

Buyer:“We need to the software up and running by 1st December.”

Seller: “If we can guarantee operations by then, will you approve the order today?”

Sharp-Angle Close

win-win