Previously we uncovered the three fundamental parts of what makes us like someone and learnt how we can use them to significantly improve our chances of closing a new business deal.
This week we are going to dive into the 6th and final principle of persuasion which will bring our mini-series to its conclusion, consensus.
“Consensus; a general agreement”
As human beings we tend to look to others to decide what we should be doing ourselves, especially when we are facing uncertainty and struggling to decide on the best course of action.
In these instances, it not specific individuals we look towards for help with a decision, but rather a consensus – what is ‘everyone else’ doing.
Knowing this, it’s not surprising that knowing lots of other people are doing the same thing makes us feel better about the decisions we make, particularly when those other people are like us or in a similar situation.
As salespeople we can harness this powerful principle by helping prospective clients find the consensus around the services you are offering them.
There are lots of ways to do this through marketing material and in sales conversations. Make use of consensus statements like “most of the companies we work with in your sector benefit from…” and “our clients that are a similar size to you find it useful to have…”.
Whilst you’re sharing practical advice with your prospective client you will also be helping them find consensus and taking full advantage of the sixth and final principle of persuasion.
That wraps up our mini-series uncovering the secrets behind successful selling! We hope you're already putting these great insights to use and are on the road to winning even more new business.
2X Your IT Business
Revenue in just 12 months
Download noWget the e-book