Influence, Sales, Negotiation

Act 1 - Influence Automatic Triggers - We use mental shortcuts to reduce thinking such as adding because to justify something which most people will simply accept. Reciprocity - Return favors and gifts. Commitment and Consistency - Human desire to stay consistent with commitments we made in the past especially written. Social Proof - Testimonials, Reviews Liking - We like those who like us and want to do business with them. Authority - Appearance of prestige or rank. Scarcity - Valuing what is limited or rare. Unity - We can influence others if we're part of their tribe. Act 2 - Sales "If your story describes their problem better than they can describe it themselves, they will automatically assume you have the best solution." - Chris Orlob Selling is a process of connecting people with a problem with your solution. Your goal is to make them feel confident that you, your company, and your product are the best solution to their problem. Chris Orlob calls out Alcoholics Anonymous as the best of connecting the problem to the solution. It started with a few drinks on the weekend... Disconnect the "cost" of the solution from the understanding of value. “Does the idea make sense to you? Do you like the idea?” Use tones to short circuit people's decision-making so they know when to listen or when to agree or disagree. People on the sales journey will have objections. It is your job as a salesperson to handle objections and educate the buyer as an expert on their problem. Act 3 - Negotiation Negotiator Types Why me? Accusation Audit Labeling/Mislabeling Late Night FM DJ Mirroring Dynamic Silence