21 laws of influence for sales
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Transcript of 21 laws of influence for sales
21 Laws of Influence for Sales
[email protected] 334 2406
21 Laws of Influence for SalesPart 1
Who Benefits?
• Sales Professionals• Business Development Professionals• Customer Service (Internal Sales)• Sales Managers• Sales Coaches• Executive Teams• Customers (through the value stream)
Estimated Time of Completion
• 20 hours of total course work
Law #1: The Law of Agendas
• Those who control the program and set the deadlines are in the best position to influence the path taken to achieve their goals.
#2 - The Law of Analysis and Benchmarking
• Law of Analysis And Benchmarking – People work harder and are more motivated to accomplish goals when they receive frequent feedback on their progress.
#3 - The Law of Belief Replacement
• Law of Belief Replacement – People are willing to change their beliefs ONLY when they are replaced by other beliefs that are at least equally valid in their minds.
#4 - The Law of Commitment
• Law of Commitment – People are more likely to listen to you and help you if they see you take action directed at achieving your goals.
#5 - The Law of Consistency
• Law of Consistency – People are more willing to trust those who behave in a stable and predictable manner.
Law #6: The Law of Contrast
• Law of Contrast – When the contrast between alternatives is great, it is easier to convince people to take one path rather than the other.
Law #6: The Law of Expectation
• Law of Expectation - Go above and beyond what is expected to gain the influencing advantage.
21 Laws of Influence for SalesPart 2
Who Benefits?
• Sales Managers• Sales Professionals• Executive Teams
Estimated Time of Completion
• 20 hours of total course work
#8 - The Law of Expertise
• Law of Expertise – People are more likely to listen to, trust, believe, and follow those who are acknowledged experts in their fields.
#9 - The Law of Friends
• Law of Friends – People usually respond more favorably to advice and recommendations that they receive from friends.
#10 - The Law of Image
• Law of Image – People are more likely to interact with people they are attracted to and who have an appropriate appearance for the setting or situation.
Law #11: The Law of Logic
• Law of Logic – People are more subject to influence when they can follow a sequence of thoughts that make sense to them.
#12 - The Law of People Pleasing
• Law of People Pleasing – To influence others, identify what will please them and deliver it to them.
Law #13: The Law of Perception
• Law of Perception – If you can uncover and understand how the other person perceives the world, you can plug your influencing strategy into their perception and better persuade or lead them.
#14 - The Law of Prospecting and Networking
• Law of Prospecting And Networking – People are more likely to succeed when they have help from those who have the contacts to help them reach their goals.
21 Laws of Influence for SalesPart 3
Who Benefits?
• Sales Managers• Sales Professionals• Executive Teams
Estimated Time of Completion
• 20 hours of total course work
#15 - The Law of Reciprocity
• Law of Reciprocity – Recipients of gifts, or help, most often feel that they have an obligation to repay those who gave to or helped them.
#16 - The Law of Satisfaction & Standards
• Law of Satisfaction & Standards – It is easier to persuade people when you help satisfy them, while they remain true to their ideals and maintain their standards.
#17 - The Law of Scarcity
• Law of Scarcity – People are willing to pay a higher price when items they desire are rare, limited, or not readily available.
#18 - The Law of Similarity and Attraction
• Law of Similarity And Attraction – Individuals are more prone to being influenced when they share our beliefs, interests, and values.
#19 - The Law of Societal Pressure
• Law of Societal Pressure -The people with whom we interact on a regular basis (our peer group) strongly influence our actions, decisions, and behavior.
#20 - The Law of Status
• Law of Status – People give greater respect to and have more faith in the words and beliefs of those who have prestige, power, and esteemed reputations.
#21 - The Law of 3rd Party Endorsement
• Law of 3rd Party Endorsement – Many people are influenced to take action when those they respect and admire endorse certain positions.