Use This Simple Technique to Increase Sales and Pursuade Others
Anyone involved in online sales, or any sales for that matter is always looking for the best way to convince their customer that the product they’re selling is right for them. There are different ways to do this, some more aggressive than others.
I was reminded recently about a subtle, yet powerful method to persuade people in general, and turn potential buyers into regular customers. I learned this method from Dale Carnegie and his book “How to Win Friends and Influence People”.
Here’s the tip he provides…The key is to get your customer or the person you are trying to persuade to say YES! It makes sense. Yes is the most affirmative word in the English language. Your job is to get the other person to say yes as many times as possible. You accomplish this by asking questions that you know will bring a yes answer.
Can this work anywhere? I have used it regularly in my middle school classroom. In order to persuade my students to follow my classroom expectations I have several options…I can drill them into their heads, I can bring negative behaviors to their attention every time, or I can use this method. Instead of nagging about what they’ve done wrong, I address it a different way. For example…”don’t you think it would be easier for you to get good grades when you remain focused? “Do you want to stay out of the detention room?” “Do you think other students will be more respectful to you if you are nicer to them?” These are just a few examples. Which one of the methods above works the best? I think even on an 8th grade level the answer is obvious. It’s a softer approach, yet the message gets through loud and clear. I am addressing, yet avoiding focus on the negative. And the best part is that the other person is making up their own mind instead of me telling them what’s right.
The same is true in sales. The key is to get your customer to answer yes as often as possible. Your job is to ask questions about their needs that you believe will produce an affirmative response. There are several benefits to doing this. The first is that you are asking legitimate questions to get the best idea of what your potential customer needs. The best questions are ones where your answers are the solutions. For example…wouldn’t it be great to have one resource that can answer all of your internet marketing questions? Are you looking for something that can save you time and money? Most people will say yes to these types of questions. These are general, and it is recommended that you use more specific and personal questions as well.
Another reason this technique is so powerful is because of the positive reinforcement in the mind. As you are making your presentation and the customer continues to say yes, his/her mind is in a more affirmative state. They are more open to what you are saying, and are making a positive connection between what they need and what you are offering. The great thing is you are not doing this in a forceful, aggressive manner. Also, the other person is thinking and deciding for themselves, and are less likely to feel pressured.
As mentioned, this method (that was first actually presented by Socrates) is helpful and useful in all areas of life. I suggest you use this powerful idea. Ask people questions that will bring a YES response. By doing so, you are much more likely to win their agreement, respect, and perhaps their business. Is this something that would make your life better?